Practical business negotiation / William W. Baber and Chavi C-Y Fletcher-Chen.

Format:

Book

Author/Creator:

Baber, William W., author.

Fletcher-Chen, Chavi C. Y., author.

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

1 online resource (273 pages) : illustrations

Edition:

2nd ed.

Place of Publication:

London : Taylor & Francis Group, 2020.

Summary:

"Known for its accessible approach and concrete real-life examples, the second edition of Practical Business Negotiation continues to equip users with the necessary, practical knowledge and tools to negotiate well in business. The book guides users through the negotiation process, on getting started, the sequence of actions, expectations when negotiating, applicable language, interacting with different cultures, and completing a negotiation. Each section of the book contains one or two key takeaways about planning, structuring, verbalizing, or understanding negotiation. Updated with solid case studies, the new edition also tackles cross-cultural communication and communication in the digital world. Users especially non-native English speakers will be able to horn their business negotiation skill by reading, discussing, and doing to become apt negotiators"-- Provided by publisher.

Contents:

Cover

Half Title

Title Page

Copyright Page

Table of Contents

List of figures

List of tables

List of cases

Acknowledgements

Guide to using this book

Introductory comment

1. What do you want to get from negotiations?

Distributive and integrative

Choosing the strategy

When not to negotiate at all

2. First connections

Gaining and giving information

Relationships

Empathy

Review of relationship building

Impression management

Satisfaction

Negotiation error: how NOT to give a concession

3. Core negotiation concepts

Anchoring effect

BATNA

Reserve point

Negotiation error: watch your BATNA

Understanding and misunderstanding interests

Principle based negotiation

4. Structure and planning

Getting to start

Building momentum

3.D negotiation

Basic planning

Identifying interests

Backward mapping

Priority and outcome mapping

The sequence of talk at the table

5. Some cultural considerations

Top down/bottom up

Culture and negotiation

Weak/strong points of North American negotiators

Weak/strong points of Japanese negotiators

Weak/strong points of Chinese negotiators

Gender

6. Talking the talk

Designing offers and suggesting tradeoffs

Accepting and rejecting offers

Summarizing and clarifying

Practical verbal signals

Deadlock and breaking deadlock

Shutdown moves

Language choice

Use of a foreign lingua franca among the same native language speakers

Visual communication

Remote electronic negotiations

Negotiation error: when to go slow

7. Negotiation tactics

Tactics at the table

Persuasion approaches

Humour in the negotiation

Ethics

Who should you not negotiate with?

8. Win at home before you go

Educating the boss and coworkers

Back table negotiations

The back back table.

Negotiation error: back table out of synch

Problem solving techniques

Ishikawa diagram (fishbone)

Why-why (five whys)

What to do and how to do it

Creative solutions

War gaming as preparation

Red team vs blue team

Additional benefit - greater creativity

Additional benefit - intuitive thinking

Financial modelling

9. What kind of negotiator … are you? … are they?

How do you resolve disputes?

Emotional style

Emotional intelligence

Comparing

Assertive

Example of framing

Kepner-Tregoe decision-making process

High pressure high speed process for negotiators

Cross-cultural teams

Common language within the team

10. Agreements

Robust agreements that can survive

Control mechanisms often found in negotiated agreements

When agreements don't survive: outside support, mediation, arbitration

Draft or binding agreements

11. Review from a high altitude

Lifecycle of negotiation

Example of a negotiation through the phases

Practical list of don'ts

12. Reflection on negotiation theory

Voluntariness

Utility

Strategy

Relationship

Relationship and negotiations across cultures

Negotiation structure

Communication

Game theory and negotiating

Appendix I: Glossary

Appendix II: Case simulations

Appendix III: Planning documents

Appendix IV: Cultural differences

Appendix V: Understanding failure

Appendix VI: Stakeholder analysis

References

Index

Notes.

Notes:

Includes bibliographical references and index.

Description based on print version record.

ISBN:

1-000-04572-2

1-000-04570-6

0-367-82242-3

9780367822422

OCLC:

1128887084