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 for 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 completion of a negotiation. Each section of the 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. An answer key and detailed teaching notes for the case simulations in Appendix II are also available as a digital download for instructors.
Table of Contents:
1. What do you Want to get from Negotiations? 2. First Connections 3. Core Negotiation 4. Structure, Planning and Tools 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 13. Understanding Failure 14. Planning Documents 15. Stakeholder Analysis 16. Cultural differences. Appendix I Glossary. Appendix II Case simulations.
About the Author :
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 Professor. He is a Visiting Professor at National Taiwan University.
Chavi Fletcher-Chen, Professor at IÉSEG School of Management, teaches and publishes in 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 adopted internationally, as well as the design of educational board game used in university programs.
Review :
Whether it’s a job interview, a personal contract, or a high-stakes business deal, this book makes the process feel clear and approachable. It helps you prepare with confidence, find common ground, and create outcomes that build trust and last well beyond the agreement.
Dineshkumar Sivakumar
Practical Business Negotiation (3rd Edition, 2025) by William W. Baber and Chavi C-Y Fletcher-Chen is a highly valuable resource for students seeking to build their negotiation skills. Unlike many negotiation texts that overwhelm readers with dense theory, this book stands out for its clarity, accessibility, and balance between practical guidance and foundational concepts.
One of its greatest strengths is its ease of reading. The authors use straightforward language, avoiding unnecessary jargon, and support their explanations with visuals, tables, and diagrams that make complex ideas easier to grasp. Students will find that difficult concepts—such as BATNA, anchoring, or backward mapping—are broken down into digestible steps, reinforced with clear examples, and often supported by cases that feel real and relatable.
The structure of the book also makes it an excellent classroom companion. Chapters move logically from understanding the basics of negotiation to advanced tactics, cultural considerations, and reflective theory. Case studies and simulations drawn from diverse business contexts allow learners to practice and internalize lessons. The inclusion of planning documents, glossaries, and a wealth of illustrative cases ensures that students not only learn the terminology but also gain the confidence to apply it in real-world scenarios.
Importantly, the book connects well with the student experience. It acknowledges the challenges learners face in transferring negotiation knowledge from the classroom to the workplace and provides tools—phrases, exercises, and reflective questions—that bridge that gap. Its relatability lies in how it frames negotiation as a practical, everyday skill, not just a high-level corporate activity.
Overall, Practical Business Negotiation succeeds as an engaging, student-friendly, and comprehensive guide. It is an excellent companion for learners, offering both the knowledge and the practical tools they need to approach negotiation with confidence and competence.
Taru Deva, Co-founder, CEO, Biosymfonix
William Baber’s and Chavi Fletcher-Chen’s book continues to evolve in relevance and depth — and this 3rd edition couldn’t have come at a more opportune moment. Negotiation strategy today demands not only solid theoretical grounding but also an understanding of emerging realities such as digitalization, artificial intelligence, ethics, and global cultural dynamics. This edition delivers all of that and more. It distils classic negotiation theory into a clear, hands-on guide enriched with contemporary cases, international examples, and concise visual summaries that make complex ideas immediately accessible. The addition of sections on power, ethics, negotiation failure, and AI-supported decision-making brings a fresh and forward-looking perspective. Highly recommended for negotiation practitioners, educators, and business students alike. MBA students, in particular, will find this an indispensable companion as they learn to navigate the increasingly intricate web of global business negotiations.
Rajiv Vaid Basaiawmoit, PhD, MBA, Head of Sci-Tech Innovation & Entrepreneurship
