2nd Edition

Practical Business Negotiation

    272 Pages 57 B/W Illustrations
    by Routledge

    272 Pages 57 B/W Illustrations
    by Routledge

    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 hone their business negotiation skill by reading, discussing, and doing to become apt negotiators.

    The new edition comes with eResources, which are available at https://www.routledge.com/Practical-Business-Negotiation-2nd-Edition/Baber-Fletcher-Chen/p/book/9780367421731.

    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



    Impression Management


    Negotiation Error: How NOT to give a Concession

    3. Core Negotiation Concepts

    Anchoring Effect


    Reserve Point

    Negotiation Error: Watch your BATNA

    Understanding and Misunderstanding Interests

    Principle Based Negotiation

    4. Structure and Planning

    Getting to Start

    Building Momentum

    3D 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


    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

    Visual Communication

    Remote Electronic Negotiations

    Negotiation Error: When to Go Slow

    7. Negotiation Tactics

    Tactics at the Table

    Persuasion Approaches

    Humor in the Negotiation


    Who Should You Not Negotiate With?

    8. Win at home before you go

    Educating the Boss and Coworkers

    Back Table Negotiations

    Negotiation Error: Back Table Out of Synch

    Problem Solving Techniques

    War Gaming as Preparation

    Financial Modelling

    9. What kind of negotiator…

    …are you? …are they?

    Cognitive Bias

    Bias and Decision Making


    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





    Relationship and Negotiations across Cultures

    Negotiation Structure


    Game Theory and Negotiating

    Appendix I: Glossary

    Appendix II: Case simulations

    Appendix III: Planning Documents

    Distributive/Integrative + New Value Creation

    Planning Document – Clusters

    Reserve Line

    Backward Planning

    Flowchart planning

    Issues, steps, reserve, scorecard

    Appendix IV: Cultural differences

    Appendix V: Understanding Failure

    The Meaning of Failure

    Avoiding Failure

    Identifying Failure Mechanisms and their Impacts

    Appendix VI: Stakeholder Analysis


    William W. Baber is Associate Professor at the Graduate School of Management, Kyoto University. He has combined education with business throughout his career. His professional experience has included economic development in the State of Maryland, language services in the Washington, DC area, supporting business starters in Japan, and teaching business students in Japan, Europe, and Canada. He taught English in the Economics and Business Administration Departments of Ritsumeikan University, Japan before joining the Graduate School of Management at Kyoto University where he is Associate Professor in addition to holding courses at University of Vienna and University of Jyväskylä.

    Chavi C-Y Fletcher-Chen is Professor at IÉSEG School of Management, Lille Catholic University, teaching interpersonal communication applied to negotiation and e-negotiation and publishing case studies in the area of negotiation. Coming from an International Business background, she has extensive experience in international marketing and conflict resolution cases through her years of work in international patent, trademark, and commercial law firms in the Far East. In addition she has experience in training commercial managers in cross-cultural communication, and she is also specialized in Information Communication Technologies (ICTs) where she consulted for global companies.