Negotiations play a central role in nearly all areas of business. This textbook presents a comprehensive approach to business negotiation management. Based on practical experiences and the latest findings in negotiation research, it explains tools and instruments for planning, controlling, and monitoring negotiations. Concise examples demonstrate the implementation in practice. In the second edition, new features include the integration of numerous tools and instruments that are currently used in companies, such as Smart Objective Analysis, Negotiation Blueprints, War Gaming, BATNA Analysis, and Negotiation Value Calculators.