Description
Taylor and Francis Practical Business Negotiation 2020 Edition by William W. Baber and Chavi C-Y Fletcher-Chen
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 IntegrativeChoosing the StrategyWhen not to Negotiate at All2. First ConnectionsGaining and Giving InformationRelationshipsEmpathyImpression ManagementSatisfactionNegotiation Error: How NOT to give a Concession3. Core Negotiation ConceptsAnchoring EffectBATNAReserve PointNegotiation Error: Watch your BATNAUnderstanding and Misunderstanding InterestsPrinciple Based Negotiation4. Structure and PlanningGetting to StartBuilding Momentum3D NegotiationBasic PlanningIdentifying InterestsBackward MappingPriority and Outcome MappingThe Sequence of Talk at the Table5. Some Cultural ConsiderationsTop Down / Bottom UpCulture and NegotiationWeak/Strong Points of North American NegotiatorsWeak/ Strong Points of Japanese NegotiatorsWeak/Strong Points of Chinese NegotiatorsGender6. Talking the TalkDesigning Offers and Suggesting TradeoffsAccepting and Rejecting OffersSummarizing and ClarifyingPractical Verbal SignalsDeadlock and Breaking DeadlockShutdown MovesLanguage ChoiceVisual CommunicationRemote Electronic NegotiationsNegotiation Error: When to Go Slow7. Negotiation TacticsTactics at the TablePersuasion ApproachesHumor in the NegotiationEthicsWho Should You Not Negotiate With?8. Win at home before you goEducating the Boss and CoworkersBack Table NegotiationsNegotiation Error: Back Table Out of SynchProblem Solving TechniquesWar Gaming as PreparationFinancial Modelling9. What kind of negotiator......are you? ...are they?Cognitive BiasBias and Decision MakingTeamwork10. AgreementsRobust Agreements that can SurviveControl Mechanisms Often Found in Negotiated AgreementsWhen Agreements Don't Survive: Outside Support, Mediation, ArbitrationDraft or Binding Agreements11. Review from a High AltitudeLifecycle of NegotiationExample of a Negotiation through the PhasesPractical List of Don'ts12. Reflection on Negotiation TheoryVoluntarinessUtilityStrategyRelationshipRelationship and Negotiations across CulturesNegotiation StructureCommunicationGame Theory and NegotiatingAppendix I: GlossaryAppendix II: Case simulationsAppendix III: Planning DocumentsDistributive/Integrative + New Value CreationPlanning Document - ClustersReserve LineBackward PlanningFlowchart planningIssues, steps, reserve, scorecardAppendix IV: Cultural differencesAppendix V: Understanding FailureThe Meaning of FailureAvoiding FailureIdentifying Failure Mechanisms and their ImpactsAppendix VI: Stakeholder Analysis