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Home > Business and Economics Books > Business and Management > Business negotiation > Negotiation Excellence: Successful Deal Making
Negotiation Excellence: Successful Deal Making

Negotiation Excellence: Successful Deal Making


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About the Book

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, the book includes deal examples such as: RenaultOCoNissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods'' acquisition of Cadbury PLC, Walt Disney Company''s negotiation with the Hong Kong government; and Komatsu, a Japanese firm''s negotiation with Dresser, an American firm. Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style. Contents: Introduction: Adding Value through Negotiation; Planning and Preparation for Effective Negotiation (Meina Liu and Sabine Chai); Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation (Graham Brown); Negotiation Approaches: Claiming and Creating Value (Jill M Purdy); Creativity in Negotiations (Joachim Hffmeier and Guido Hertel); Social Capital in Negotiation: Leveraging the Power of Relational Wealth (Ariel C Avgar and Eun Kyung Lee); Trust Building, Diagnosis, and Repair in the Context of Negotiation (Donald L Ferrin, Dejun Tony Kong and Kurt T Dirks); Power and Influence in Negotiations (Min Li and Julie Sadler); Power and Influence in Sales Negotiation (Ababacar Mbengue, Jo1/2l Sohier and Patrice Cottet); Negotiation Strategy (Brosh M Teucher); Personality and Negotiation (Alice F Stuhlmacher and Christopher K Adair); Judgment Bias and Decision Making in Negotiation (William P Bottom, Dejun Tony Kong and Alexandra A Mislin); The Role of Gender in Negotiation (E Layne Paddock and Laura J Kray); Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations (Shirli Kopelman, Ramaswami Mahalingam and Ilan Gewurz); Physiology in Negotiations (Smrithi Prasad and Jayanth Narayanan); Understanding Negotiation Ethics (Kelvin Pang and Cynthia S Wang); Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework (Nancy R Buchan, Wendi L Adair and Xiao-Ping Chen); Building Intercultural Trust at the Negotiating Table (Sujin Jang and Roy Chua); Indian Negotiation Style: A Cultural Perspective (Michael Benoliel and Amrit Kaur); Negotiating the RenaultOCoNissan Alliance: Insights from Renault''s Experience (Stephen E Weiss); The Arcelor and Mittal Steel Merger Negotiations (Gregor Halff); The Emotional Underbelly of Collaboration: When Politics Collide with Need (Daniel L Shapiro); The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation (Helena Desivilya-Syna); The Role of Communication Media in Negotiations (Shira Mor and Alexandra Suppes); Negotiation via (the New) Email (Noam Ebner). Readership: Students, researchers and entrepreneurs who are interested in the topics of negotiation and persuasion. Key Features: Written by leading negotiation experts from top-rated universities in the US and in Asia; Introduces readers to the theory and best practices of effective negotiation; Includes case studies of significant mergers and acquisitio


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Product Details
  • ISBN-13: 9789814556958
  • Publisher: World Scientific Publishing Company
  • Publisher Imprint: World Scientific Publishing Company
  • Language: English
  • Sub Title: Successful Deal Making
  • ISBN-10: 9814556955
  • Publisher Date: 14 Oct 2014
  • Binding: Digital (delivered electronically)
  • No of Pages: 534


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