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Practical business negotiation

Author: William W Baber; Chavi C Y Fletcher-Chen
Publisher: London : Routledge, Taylor & Francis Group, 2015.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Summary:
"Practical Business Negotiation introduces university students to business negotiation as practiced in the globalized business world. There are no other textbooks which take on this topic in depth with non-native English speakers in mind. Current textbooks about negotiation tend to be dense, academic and less than practical in content. Many are demotivating to students who are not easily able to consume a few  Read more...
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Baber, William W.
Practical Business Negotiation.
Hoboken : Taylor and Francis, ©2015
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: William W Baber; Chavi C Y Fletcher-Chen
ISBN: 9781317499916 1317499913 9781315714073 1315714078
OCLC Number: 908103396
Description: 1 online resource
Contents: Cover; Title; Copyright; CONTENTS; List of figures; List of tables; List of cases; Acknowledgments; Introduction; 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; Perspective taking; Impression management; Satisfaction; 3 Core negotiation concepts; Anchoring effect; BATNA; Understanding and misunderstanding interests; Principle-based negotiation; 4 Structure and planning; Building momentum; 3D negotiation; Basic planning. Identifying interestsBackward 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; Summarizing and clarifying; Practical verbal signals; Deadlock and breaking deadlock; Shutdown moves; Language choice; Visual communication; Remote electronic negotiations. 7 Negotiation tacticsTactics 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; Problem solving techniques; War gaming as preparation; Financial modeling; 9 What kind of negotiator . . .; ... are you? ... are they?; Cognitive bias; Bias and decision making; Teamwork; 10 Final phase; Robust agreements that can survive; Control mechanisms often found in negotiated agreements; When agreements don't survive: outside support, mediation and arbitration. Draft agreements11 Review from a high altitude; Appendix I Glossary; Appendix II Case simulations; Appendix III Planning documents; Issue/reserve planning document, Brett; Planning document --
clusters; Reserve line; Backward planning; Flowchart planning; Issues, steps, reserve, scorecard; Appendix IV Negotiation errors; Error: how not to give a concession; Error: when to go slow; Error: watch your BATNA; Error: back table out of sync; Appendix V Cultural differences; Appendix VI Stakeholder analysis; References; Index; Notes.
Responsibility: William W. Baber and Chavi C-Y Fletcher-Chen.

Abstract:

"Practical Business Negotiation introduces university students to business negotiation as practiced in the globalized business world. There are no other textbooks which take on this topic in depth with non-native English speakers in mind. Current textbooks about negotiation tend to be dense, academic and less than practical in content. Many are demotivating to students who are not easily able to consume a few hundred pages of academic writing. This textbook takes a step by step approach providing bite-sized presentation of negotiation concepts with practical exercises that include linguistic as well as negotiation content. Explanations are reinforced with practical questions and problem solving and recent examples drawn from a business world that includes much more than North American and Europe"--

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"There are numerous books that claim to improve your negotiating performance, especially in business. "Practical Business Negotiation" is the most comprehensive and authoritative I have seen for a Read more...

 
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