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E-raamat: Practical Business Negotiation 2nd edition [Taylor & Francis e-raamat]

(IESEG School of Management (LEM UMR CNRS 8179), Université Catholique de Lille, France), (Kyoto University, Japan)
  • Formaat: 272 pages, 64 Tables, black and white; 55 Line drawings, black and white; 2 Halftones, black and white; 57 Illustrations, black and white
  • Ilmumisaeg: 29-Apr-2020
  • Kirjastus: Routledge
  • ISBN-13: 9780367822422
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  • Taylor & Francis e-raamat
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Practical Business Negotiation 2nd editionSuurem pilt
  • Formaat: 272 pages, 64 Tables, black and white; 55 Line drawings, black and white; 2 Halftones, black and white; 57 Illustrations, black and white
  • Ilmumisaeg: 29-Apr-2020
  • Kirjastus: Routledge
  • ISBN-13: 9780367822422
Teised raamatud teemal:
Taylor & Francis e-raamatudRohkem infot Taylor & Francis e-raamatute kohta
Raamatu kodulehekülg: https://www.taylorfrancis.com/books/9780367822422

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.

List of figures
ix
List of tables
xi
List of cases
xiii
Acknowledgements xiv
Guide to using this book xv
Introductory comment xvi
1 What do you want to get from negotiations?
1(13)
Distributive and integrative
1(4)
Choosing the strategy
5(6)
When not to negotiate at all
11(3)
2 First connections
14(16)
Gaining and giving information
14(3)
Relationships
17(2)
Empathy
19(2)
Review of relationship building
21(2)
Impression management
23(1)
Satisfaction
24(4)
Negotiation error: how NOT to give a concession
28(2)
3 Core negotiation concepts
30(13)
Anchoring effect
30(1)
BATNA
31(1)
Reserve point
32(3)
Negotiation error: watch your BATNA
35(2)
Understanding and misunderstanding interests
37(2)
Principle based negotiation
39(4)
4 Structure and planning
43(19)
Getting to start
43(1)
Building momentum
44(2)
3D negotiation
46(4)
Basic planning
50(2)
Identifying interests
52(3)
Backward mapping
55(2)
Priority and outcome mapping
57(3)
The sequence of talk at the table
60(2)
5 Some cultural considerations
62(19)
Top down/bottom up
62(2)
Culture and negotiation
64(6)
Weak/strong points of North American negotiators
70(3)
Weak/strong points of Japanese negotiators
73(3)
Weak/strong points of Chinese negotiators
76(4)
Gender
80(1)
6 Talking the talk
81(35)
Designing offers and suggesting tradeoffs
81(5)
Accepting and rejecting offers
86(1)
Summarizing and clarifying
87(1)
Practical verbal signals
88(5)
Deadlock and breaking deadlock
93(2)
Shutdown moves
95(2)
Language choice
97(7)
Use of a foreign lingua franca among the same native language speakers
104(1)
Visual communication
104(4)
Remote electronic negotiations
108(7)
Negotiation error: when to go slow
115(1)
7 Negotiation tactics
116(24)
Tactics at the table
116(14)
Persuasion approaches
130(2)
Humour in the negotiation
132(2)
Ethics
134(3)
Who should you not negotiate with?
137(3)
8 Win at home before you go
140(14)
Educating the boss and coworkers
140(1)
Back table negotiations
141(1)
The back back table
142(1)
Negotiation error: back table out of synch
142(1)
Problem solving techniques
143(1)
Ishikawa diagram (fishbone)
143(2)
Why-why (five whys)
145(1)
What to do and how to do it
146(2)
Creative solutions
148(2)
War gaming as preparation
150(1)
Red team vs blue team
150(1)
Additional benefit -- greater creativity
151(1)
Additional benefit -- intuitive thinking
151(1)
Financial modelling
152(2)
9 What kind of negotiator ... are you? ... are they?
154(16)
How do you resolve disputes?
154(1)
Emotional style
155(2)
Emotional intelligence
157(1)
Comparing
158(1)
Assertive
159(1)
Example of framing
159(2)
Kepner-Tregoe decision-making process
161(3)
High pressure high speed process for negotiators
164(4)
Cross-cultural teams
168(1)
Common language within the team
169(1)
10 Agreements
170(12)
Robust agreements that can survive
170(2)
Control mechanisms often found in negotiated agreements
172(2)
When agreements don't survive: outside support, mediation, arbitration
174(4)
Draft or binding agreements
178(4)
11 Review from a high altitude
182(6)
Lifecycle of negotiation
183(1)
Example of a negotiation through the phases
183(3)
Practical list of don'ts
186(2)
12 Reflection on negotiation theory
188(6)
Voluntariness
188(2)
Utility
190(1)
Strategy
190(1)
Relationship
191(1)
Relationship and negotiations across cultures
191(1)
Negotiation structure
192(1)
Communication
192(1)
Game theory and negotiating
193(1)
Appendix I Glossary 194(4)
Appendix II Case simulations 198(27)
Appendix III Planning documents 225(7)
Appendix IV Cultural differences 232(4)
Appendix V Understanding failure 236(5)
Appendix VI Stakeholder analysis 241(4)
References 245(5)
Index 250(3)
Notes 253
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.
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