2nd Edition
Practical Business Negotiation
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
Relationships
Empathy
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
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
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
Visual Communication
Remote Electronic Negotiations
Negotiation Error: When to Go Slow
7. Negotiation Tactics
Tactics at the Table
Persuasion Approaches
Humor 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
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
Teamwork
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
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
Biography
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.
