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
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