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  • 1
    Online Resource
    Online Resource
    Practical business negotiation / (2020)
    Abingdon, Oxon ; : Routledge,
    Details
    UID:
    almahu_9949385926302882
    Format: 1 online resource
    Edition: Second edition.
    ISBN: 9780367822422 , 0367822423 , 9781000045703 , 1000045706 , 9781000045727 , 1000045722 , 9781315714073 , 1315714078 , 9781000045710 , 1000045714
    Content: "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"--
    Additional Edition: Print version: Baber, William W.. Practical business negotiation New York, NY : Routledge, 2020. ISBN 9780367421724
    Language: English
    Keywords: Electronic books. ; Electronic books. ; Electronic books
    URL: https://www.taylorfrancis.com/books/9780367822422
    URL: lizenzpflichtig
    URL: Inhaltsverzeichnis
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    Stabi Berlin
    HU Berlin
  • 2
    Online Resource
    Online Resource
    Practical business negotiation / (2020)
    London :Taylor & Francis Group,
    Details
    UID:
    almahu_9949616362402882
    Format: 1 online resource (273 pages) : , illustrations
    ISBN: 9781000045703 (e-book)
    Additional Edition: Print version: Baber, William W. Practical business negotiation. London : Taylor & Francis Group, 2020 ISBN 9780367421724
    Language: English
    Keywords: Electronic books.
    URL: Click to View
    Library Location Call Number Volume/Issue/Year Availability
    BibTip Others were also interested in ...
    Online Resource
    HU Berlin
  • 3
    Online Resource
    Online Resource
    Practical Business Negotiation (2020)
    Oxford : Taylor and Francis Group
    Details
    UID:
    kobvindex_INT73444
    Format: 1 online resource (273 pages)
    Edition: 2nd ed.
    ISBN: 9780367421724 , 9781000045703
    Content: 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
    Note: Cover -- Half Title -- Title Page -- Copyright Page -- Table of Contents -- List of figures -- List of tables -- List of cases -- Acknowledgements -- Guide to using this book -- Introductory comment -- 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 -- 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 -- 3.D 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 -- Red team vs blue team -- 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 negotiation 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 -- Appendix I: Glossary -- Appendix II: Case simulations -- Appendix III: Planning documents -- Appendix IV: Cultural differences -- Appendix V: Understanding failure -- Appendix VI: Stakeholder analysis -- References -- Index -- Notes
    Additional Edition: Print version Baber, William W. Practical Business Negotiation Oxford : Taylor & Francis Group,c2020 ISBN 9780367421724
    Language: English
    Keywords: Electronic books
    URL: FULL  ((OIS Credentials Required))
    Library Location Call Number Volume/Issue/Year Availability
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    Online Resource
    Berlin International
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