Practical Business Negotiation
Autor William W. Baber, Chavi Fletcher-Chenen Limba Engleză Hardback – 29 apr 2020
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.
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Specificații
ISBN-13: 9780367421724
ISBN-10: 0367421720
Pagini: 272
Ilustrații: 114
Dimensiuni: 156 x 234 x 18 mm
Greutate: 0.66 kg
Ediția:2nd edition
Editura: Taylor & Francis
Colecția Routledge
Locul publicării:Oxford, United Kingdom
ISBN-10: 0367421720
Pagini: 272
Ilustrații: 114
Dimensiuni: 156 x 234 x 18 mm
Greutate: 0.66 kg
Ediția:2nd edition
Editura: Taylor & Francis
Colecția Routledge
Locul publicării:Oxford, United Kingdom
Public țintă
Postgraduate and UndergraduateCuprins
1. What do you Want to get from Negotiations? 2. First Connections 3. Core Negotiation Concepts 4. Structure and Planning 5. Some Cultural Considerations 6. Talking the Talk 7. Negotiation Tactics 8. Win at home before you go 9. What kind of negotiator… 10. Agreements 11. Review from a High Altitude 12. Reflection on Negotiation Theory
Notă biografică
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.
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.
Descriere
This second-edition 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. Every section contains key takeaways about planning, structuring, verbalizing, or understanding negotiation.
Recenzii
Whether it’s a job interview, a personal contract, or a high-stakes business deal, this book makes the process feel clear and approachable. It helps you prepare with confidence, find common ground, and create outcomes that build trust and last well beyond the agreement.
Dineshkumar Sivakumar
Practical Business Negotiation (3rd Edition, 2025) by William W. Baber and Chavi C-Y Fletcher-Chen is a highly valuable resource for students seeking to build their negotiation skills. Unlike many negotiation texts that overwhelm readers with dense theory, this book stands out for its clarity, accessibility, and balance between practical guidance and foundational concepts.
One of its greatest strengths is its ease of reading. The authors use straightforward language, avoiding unnecessary jargon, and support their explanations with visuals, tables, and diagrams that make complex ideas easier to grasp. Students will find that difficult concepts—such as BATNA, anchoring, or backward mapping—are broken down into digestible steps, reinforced with clear examples, and often supported by cases that feel real and relatable.
The structure of the book also makes it an excellent classroom companion. Chapters move logically from understanding the basics of negotiation to advanced tactics, cultural considerations, and reflective theory. Case studies and simulations drawn from diverse business contexts allow learners to practice and internalize lessons. The inclusion of planning documents, glossaries, and a wealth of illustrative cases ensures that students not only learn the terminology but also gain the confidence to apply it in real-world scenarios.
Importantly, the book connects well with the student experience. It acknowledges the challenges learners face in transferring negotiation knowledge from the classroom to the workplace and provides tools—phrases, exercises, and reflective questions—that bridge that gap. Its relatability lies in how it frames negotiation as a practical, everyday skill, not just a high-level corporate activity.
Overall, Practical Business Negotiation succeeds as an engaging, student-friendly, and comprehensive guide. It is an excellent companion for learners, offering both the knowledge and the practical tools they need to approach negotiation with confidence and competence.
Taru Deva, Co-founder, CEO, Biosymfonix
William Baber’s and Chavi Fletcher-Chen’s book continues to evolve in relevance and depth — and this 3rd edition couldn’t have come at a more opportune moment. Negotiation strategy today demands not only solid theoretical grounding but also an understanding of emerging realities such as digitalization, artificial intelligence, ethics, and global cultural dynamics. This edition delivers all of that and more. It distils classic negotiation theory into a clear, hands-on guide enriched with contemporary cases, international examples, and concise visual summaries that make complex ideas immediately accessible. The addition of sections on power, ethics, negotiation failure, and AI-supported decision-making brings a fresh and forward-looking perspective. Highly recommended for negotiation practitioners, educators, and business students alike. MBA students, in particular, will find this an indispensable companion as they learn to navigate the increasingly intricate web of global business negotiations.
Rajiv Vaid Basaiawmoit, PhD, MBA, Head of Sci-Tech Innovation & Entrepreneurship
Dineshkumar Sivakumar
Practical Business Negotiation (3rd Edition, 2025) by William W. Baber and Chavi C-Y Fletcher-Chen is a highly valuable resource for students seeking to build their negotiation skills. Unlike many negotiation texts that overwhelm readers with dense theory, this book stands out for its clarity, accessibility, and balance between practical guidance and foundational concepts.
One of its greatest strengths is its ease of reading. The authors use straightforward language, avoiding unnecessary jargon, and support their explanations with visuals, tables, and diagrams that make complex ideas easier to grasp. Students will find that difficult concepts—such as BATNA, anchoring, or backward mapping—are broken down into digestible steps, reinforced with clear examples, and often supported by cases that feel real and relatable.
The structure of the book also makes it an excellent classroom companion. Chapters move logically from understanding the basics of negotiation to advanced tactics, cultural considerations, and reflective theory. Case studies and simulations drawn from diverse business contexts allow learners to practice and internalize lessons. The inclusion of planning documents, glossaries, and a wealth of illustrative cases ensures that students not only learn the terminology but also gain the confidence to apply it in real-world scenarios.
Importantly, the book connects well with the student experience. It acknowledges the challenges learners face in transferring negotiation knowledge from the classroom to the workplace and provides tools—phrases, exercises, and reflective questions—that bridge that gap. Its relatability lies in how it frames negotiation as a practical, everyday skill, not just a high-level corporate activity.
Overall, Practical Business Negotiation succeeds as an engaging, student-friendly, and comprehensive guide. It is an excellent companion for learners, offering both the knowledge and the practical tools they need to approach negotiation with confidence and competence.
Taru Deva, Co-founder, CEO, Biosymfonix
William Baber’s and Chavi Fletcher-Chen’s book continues to evolve in relevance and depth — and this 3rd edition couldn’t have come at a more opportune moment. Negotiation strategy today demands not only solid theoretical grounding but also an understanding of emerging realities such as digitalization, artificial intelligence, ethics, and global cultural dynamics. This edition delivers all of that and more. It distils classic negotiation theory into a clear, hands-on guide enriched with contemporary cases, international examples, and concise visual summaries that make complex ideas immediately accessible. The addition of sections on power, ethics, negotiation failure, and AI-supported decision-making brings a fresh and forward-looking perspective. Highly recommended for negotiation practitioners, educators, and business students alike. MBA students, in particular, will find this an indispensable companion as they learn to navigate the increasingly intricate web of global business negotiations.
Rajiv Vaid Basaiawmoit, PhD, MBA, Head of Sci-Tech Innovation & Entrepreneurship