| Description |
xviii, 252 pages : illustrations (black and white) ; 24 cm |
| Contents |
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 ; Review of relationship building ; Impression management ; Satisfactions ; 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 ; Use of a foreign lingua franca among the same native language speakers ; Visual communication ; Remote electronic negotiations ; Negotiation error: when to go slow -- 7 Negotiation tactics. Tactics at the table ; Persuasion approaches ; Humour 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 ; The back back table ; Negotiation error: back table out of synch ; Problem solving techniques ; Ishikawa diagram (fishbone) ; Why-why (five whys) ; What to do and how to do it. ; Creative solutions ; War gaming as preparation ; Additional benefit- greater creativity ; Additional benefit - intuitive thinking ; Financial modelling -- 9 What kind of negotiator...are you? ... are they? How do you resolve disputes? ; Emotional style ; Emotional intelligence ; Comparing ; Assertive ; Example of framing ; Kepner-Tregoe decision-making process ; High pressure high speed process for negotiators ; Cross-cultural teams ; Common language within the team -- 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 negotation 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 |
| Summary |
"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 horn their business negotiation skill by reading, discussing, and doing to become apt negotiators"-- Provided by publisher |
| Bibliography |
Includes bibliographical references and index |
| Subject |
Negotiation in business
|
| Genre/Form |
Self-help publications.
|
|
Case studies.
|
| Author |
Fletcher-Chen, Chavi C.Y., author
|
| LC no. |
2019054009 |
| ISBN |
9780367421724 hardback |
|
0367421720 hardback |
|
9780367421731 paperback |
|
0367421739 paperback |
|
ebook |
|
ePub ebook |
|
PDF ebook |
|
Mobipocket ebook |
|
