Practical Business Negotiation

Author:   William W. Baber (Kyoto University, Japan) ,  Chavi Fletcher-Chen (IESEG School of Management (LEM UMR CNRS 8179), Université Catholique de Lille, France)
Publisher:   Taylor & Francis Ltd
Edition:   2nd edition
ISBN:  

9780367421731


Pages:   254
Publication Date:   29 April 2020
Format:   Paperback
Availability:   In Print   Availability explained
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Practical Business Negotiation


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Author:   William W. Baber (Kyoto University, Japan) ,  Chavi Fletcher-Chen (IESEG School of Management (LEM UMR CNRS 8179), Université Catholique de Lille, France)
Publisher:   Taylor & Francis Ltd
Imprint:   Routledge
Edition:   2nd edition
Weight:   0.440kg
ISBN:  

9780367421731


ISBN 10:   0367421739
Pages:   254
Publication Date:   29 April 2020
Audience:   College/higher education ,  Tertiary & Higher Education ,  Undergraduate
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print   Availability explained
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

Table of Contents

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. Agreements 11. Review from a High Altitude 12. Reflection on Negotiation Theory

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Author Information

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 Associate Professor in addition to holding courses at University of Vienna and University of Jyväskylä. Chavi C-Y Fletcher-Chen is Professor at IÉSEG School of Management, Lille Catholic University, teaching interpersonal communication applied to negotiation and e-negotiation and publishing case studies in the area of negotiation. Coming from an International Business background, she has extensive experience in international marketing and conflict resolution cases through her years of work 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, and she is also specialized in Information Communication Technologies (ICTs) where she consulted for global companies.

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