Practical Business Negotiation

The Essentials
3. Auflage 2026
ISBN: 978-1-041-10064-5
Verlag: Taylor & Francis Ltd

Buch, Englisch, 336 Seiten, Format (B × H): 156 mm x 234 mm

Known for its practical approach and real-life examples, the third edition of Practical Business Negotiation continues to equip readers with the necessary knowledge and tools to negotiate well in business.

This latest edition comes with a refreshed set of case studies and addresses the topic of Artificial Intelligence (AI) in negotiations. Designed to include non-native English speakers, it employs a clear writing style and explains key terminology for readers to operate at an international standard. Chapters guide readers on getting started and getting through the negotiation process with a sequence of actions, expectations when negotiating, planning tools, applicable language, interactions with different cultures, and completion of a negotiation. Each section of the book contains one or two key takeaways about planning, structuring, verbalizing, or understanding negotiation.

With its practical focus, this book is ideal for introductory negotiation courses or postgraduate courses where students already have an industry background. An answer key and detailed teaching notes for the case simulations in Appendix II are also available as a digital download for instructors.

Zielgruppe

Postgraduate and Undergraduate Advanced

Autoren/Hrsg.

Fletcher-Chen, Chavi

Baber, William W.

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Entscheidungsfindung
• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen
• Wirtschaftswissenschaften Wirtschaftswissenschaften Wirtschaftswissenschaften: Berufe, Ausbildung, Karriereplanung

Inhaltsverzeichnis

1. What do you Want to get from Negotiations? 2. First Connections 3. Core Negotiation 4. Structure, Planning and Tools 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 13. Understanding Failure 14. Planning Documents 15. Stakeholder Analysis 16. Cultural differences. Appendix I Glossary. Appendix II Case simulations.

Über Autor(innen)

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 Professor. He is a Visiting Professor at National Taiwan University.

Chavi Fletcher-Chen, Professor at IÉSEG School of Management, teaches and publishes in negotiation, B2B marketing, and sales. With a background in International Business, she brings extensive experience in industrial marketing and conflict management, developed through her work in patent, trademark, and commercial law firms across the Far East. She also trains executives, key account managers, and commercial managers from global companies. Her work includes a bestselling case adopted internationally, as well as the design of educational board game used in university programs.