Practical Business Negotiation 2nd Edition William 1000045722 9781000045727

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Product details:

• ISBN 10: 1000045722
• ISBN 13: 9781000045727
• Author: William W. Baber

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.

Table of contents:

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 … are you? … are they?

10. Agreements

11. Review from a high altitude

12. Reflection on negotiation theory

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