Practical business negotiation:
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London ; New York, NY
Routledge
2015
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Inhaltsverzeichnis |
| Beschreibung: | Literaturverz. S. [217] - 220 |
| Beschreibung: | XII, 222 S. Ill., graph. Darst. |
| ISBN: | 9781138781474 9781138781481 |
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Datensatz im Suchindex
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| adam_text | Titel: Practical business negotiation
Autor: Baber, William W
Jahr: 2015
PRACTICA!. BUSINESS
NEGOTIATION
William W. Baber and Chavi C-Y Fletcher-Chen
R
Routledge
Taylor^.Francis Group
LONDON AND NEW YORK
CONTENTS
List offigures ix
List of tables xi
List of cases xiii
Acknowledgments xv
Introduction 1
1 What do you want to get from negotiations? 5
Distributive and integrative 5
Choosing the strategy 8
When not to negotiate at all 14
2 First connections 16
Gaining and giving information 16
Relationships 19
Empathy 22
Perspective taking 23
Impression management 25
Satisfaction 27
3 Core negotiation concepts 31
Anchoring effect 31
BATNA 32
Understanding and misunderstanding interests 36
Principle-based negotiation 38
vi Contents
4 Structure and planning 42
Building momentum 42
3D negotiation 44
Basic planning 47
Identifying interests 49
Backward mapping 51
Priority and outcome mapping 53
The sequence of talk at the table 55
5 Some cultural considerations 57
Top-down/bottom-up 57
Culture and negotiation 59
Weak/strong points of North American negotiators 65
Weak/strong points of Japanese negotiators 67
Weak/strong points of Chinese negotiators 70
Gender 73
6 Talking the talk 75
Designing offers and suggesting tradeoffs 75
Accepting and rejecting 80
Summarizing and clarifying 81
Practical verbal signals 83
Deadlock and breaking deadlock 87
Shutdown moves 88
Language choice 90
Visual communication 93
Remote electronic negotiations 96
7 Negotiation tactics 103
Tactics at the table 103
Persuasion approaches 117
Humor in the negotiation 119
Ethics 121
Who should you not negotiate with? 124
8 Win at home before you go 126
Educating the boss and coworkers 126
Back table negotiations 127
Problem solving techniques 128
War gaming as preparation 135
Financial modeling 137
Contents vll
9 What kind of negotiator ... 139
. . .are you? ... are they? 139
Cognitive bias 143
Bias and decision making 143
Teamwork 147
10 Final phase 152
Robust agreements that can survive 152
Control mechanisms often found in negotiated agreements 154
When agreements don t survive: outside support, mediation
and arbitration 156
Drafi agreements 160
11 Review from a high altitude 163
Appendix I Glossary 167
Appendix II Case simulations 171
Appendix III Planning documents 195
Issue/reserve planning document, Brett 195
Planning document -- Clusters 196
Reserve line 197
Backward planning 198
Flowchart planning 201
Issues, steps, reserve, scorecard 201
Appendix IV Negotiation errors 203
Error: how not to give a concession 203
Error: when to go slow 204
Error: watch your BATNA 205
Error: back table out of sync 206
Appendix V Cultural differences 209
Appendix VI Stakeholder analysis 213
References 217
Index 221
Notes 223
|
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| spelling | Baber, William W. Verfasser aut Practical business negotiation William W. Baber and Chavi C-Y Fletcher-Chen 1. publ. London ; New York, NY Routledge 2015 XII, 222 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Literaturverz. S. [217] - 220 Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf (DE-588)4123623-3 Lehrbuch gnd-content Verhandlungstechnik (DE-588)4134584-8 s DE-604 Fletcher-Chen, Chavi Chi-Yun Verfasser (DE-588)1073947823 aut V:AT-OBV;B:AT-UBWW application/pdf http://media.obvsg.at/AC12312339-1001 WUW Inhaltsverzeichnis HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028371567&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Baber, William W. Fletcher-Chen, Chavi Chi-Yun Practical business negotiation Verhandlungstechnik (DE-588)4134584-8 gnd |
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| title | Practical business negotiation |
| title_auth | Practical business negotiation |
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| title_full | Practical business negotiation William W. Baber and Chavi C-Y Fletcher-Chen |
| title_fullStr | Practical business negotiation William W. Baber and Chavi C-Y Fletcher-Chen |
| title_full_unstemmed | Practical business negotiation William W. Baber and Chavi C-Y Fletcher-Chen |
| title_short | Practical business negotiation |
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