Practical Business Negotiation
William W. Baber, Chavi C-Y Fletcher-Chen
- 254 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
Practical Business Negotiation
William W. Baber, Chavi C-Y Fletcher-Chen
About This Book
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.
Frequently asked questions
Information
1
What do you want to get from negotiations?
Distributive and integrative
Q1: | Which of these negotiations are probably distributive? _____ |
- A renter and landlord negotiating the rental price of an apartment.
- b. Deciding how Yumi, Ken, and Jun will share the last piece of cake.
- c. Developers, manager, and residents considering a new training camp for a winning, major famous sports team in a rural area.
- d. A football star working out a salary with the teamās managers.
Q2: | Ichiro is an international baseball star. He is so famous everyone recognizes him just by his first name! His main advertising contract is with Kirin beer, one of the three large beer makers in Japan. His negotiator gets a share of every advertising contract. How do you think the negotiator will approach negotiations? With distributive or integrative thinking? Why? _____________________________________________________________ _____________________________________________________________ |
Q3: | Which of these negotiations are probably āintegrativeā? |
- Buying a car.
- Arranging a meal and price for your hiking club (40 people).
- Buying snacks in the outdoor market.
- Developing the annual financial budget of a city with 2 million inhabitants.
Q4: | Write an example of a typically distributive negotiation: ________________ |
Q5: | Write an example of a typically integrative negotiation: ________________ |
Q6: | Your company is buying a division of Osaka based Kansai Kogyou (KK). The agreement is complicated, but entirely based on money. Is it distributive or integrative?_____________________________________________________________ |
- When you claim value, you are aiming for the left side of Figure 1.1 as a distributive negotiator. Claiming value means getting as much as possible of limited resources.
- When you create value, you are aiming for the right side of Figure 1.1 ā¦ and beyond. Creating value is certainly integrative; you must bring many issues together, even issues not planned for the negotiation, to create new value.