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…