Practical Business Negotiation  book cover
2nd Edition

Practical Business Negotiation

ISBN 9780367421731
Published April 28, 2020 by Routledge
272 Pages 57 B/W Illustrations

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Book Description

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

Table of Contents

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

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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.