Practical Business Negotiation: The Essentials

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 to enable 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 the completion of a negotiation. Each section of this 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. Detailed teaching notes for the case simulations in Appendix II are available as a digital download for instructors.

William W. Baber is a 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 Europe, and teaching business students in Japan, Europe, and Canada. He previously taught English in the Economics and Business Administration Departments of Ritsumeikan University, Japan. He is a visiting professor at National Taiwan University.

Chavi C-Y Fletcher-Chen, a professor at IÉSEG School of Management, teaches and publishes in the areas of 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 study adopted internationally, as well as the design of an educational board game used in university programs.