Practical Business Negotiation

Practical Business Negotiation

By: Chavi C-Y Fletcher-Chen (author), William W. Baber (author)Paperback

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Practical Business Negotiation introduces university students to business negotiation as practiced in the globalized business world. There are no other textbooks that take on this topic in depth with non-native English speakers in mind. Current textbooks about negotiation tend to be dense, academic and less than practical in content. Many are demotivating to students who are not easily able to consume a few hundred pages of academic writing. This textbook takes a step by step approach, providing bite-sized presentations of negotiation concepts with practical exercises that include linguistic as well as negotiation content. Explanations are reinforced with practical questions and problem solving and recent examples drawn from a business world that includes much more than North America and Europe.

About Author

William W. Baber is an Associate Professor at the Graduate School of Management, Kyoto University, Japan, where he teaches business negotiation, cross cultural management and communication. He was a marketing strategist and business attraction specialist for the Maryland State Department of Business and Economic Development, Baltimore, Maryland, USA from 1998-2005. He has worked frequently with business decision makers from Europe, Asia and around the USA, and has accumulated rich experience in practical business negotiation. Chavi C-Y Fletcher-Chen is a Professor at IESEG School of Management, Universite Catholique de Lille, France, teaching practical negotiation skills, interpersonal communication applied to negotiation and e-negotiation. She has published case studies in the area of negotiation. Coming from an international business background, she has extensive experience in international marketing and conflict management through working for years in international patent, trademark and commercial law firms in the Far East. In addition, she has experience in training commercial managers in cross-cultural communication. She specializes in information communication technologies (ICTs), and has consulted for global companies.


1. What Do You Want To Get From Negotiations? 2. First Connections 3. Core Negotiation Concepts 4. Structure and Planning 5. Some Cultural Considerations 6. Talking the Talk 7. Negotiation Tactics 8. Win At Home Before You Go 9. What Kind Of Negotiator 10. Final phase 11. Review From A High Altitude

Product Details

  • ISBN13: 9781138781481
  • Format: Paperback
  • Number Of Pages: 224
  • ID: 9781138781481
  • weight: 340
  • ISBN10: 1138781487

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