Practical Business Negotiation

Cover -- Half Title -- Title Page -- Copyright Page -- Table of Contents -- List of figures -- List of tables -- List of cases -- Acknowledgements -- Guide to using this book -- Introductory comment -- 1. What do you want to get from negotiations? -- Distributive and integrative -- Choosing the strategy -- When not to negotiate at all -- 2. First connections -- Gaining and giving information -- Relationships -- Empathy -- Review of relationship building -- Impression management -- Satisfaction -- Negotiation error: how NOT to give a concession -- 3. Core negotiation concepts -- Anchoring effect -- BATNA -- Reserve point -- Negotiation error: watch your BATNA -- Understanding and misunderstanding interests -- Principle based negotiation -- 4. Structure and planning -- Getting to start -- Building momentum -- 3.D negotiation -- Basic planning -- Identifying interests -- Backward mapping -- Priority and outcome mapping -- The sequence of talk at the table -- 5. Some cultural considerations -- Top down/bottom up -- Culture and negotiation -- Weak/strong points of North American negotiators -- Weak/strong points of Japanese negotiators -- Weak/strong points of Chinese negotiators -- Gender -- 6. Talking the talk -- Designing offers and suggesting tradeoffs -- Accepting and rejecting offers -- Summarizing and clarifying -- Practical verbal signals -- Deadlock and breaking deadlock -- Shutdown moves -- Language choice -- Use of a foreign lingua franca among the same native language speakers -- Visual communication -- Remote electronic negotiations -- Negotiation error: when to go slow -- 7. Negotiation tactics -- Tactics at the table -- Persuasion approaches -- Humour in the negotiation -- Ethics -- Who should you not negotiate with? -- 8. Win at home before you go -- Educating the boss and coworkers -- Back table negotiations -- The back back table.