Get Negotiation Excellence:Successful Deal Making PDF

By Benoliel Michael,Michael Benoliel

ISBN-10: 9814343161

ISBN-13: 9789814343169

Negotiation Excellence: profitable Deal Making was once written by way of best negotiation specialists from most well known universities within the united states and in Asia and its goal is to introduce the readers to the speculation and top practices of potent negotiation. The publication comprises chapters starting from: getting ready and making plans good for profitable negotiations; development relationships and setting up belief among negotiators; negotiating creatively to create mutual worth and win-win; realizing and working with negotiators from diversified cultures; and to dealing with moral dilemmas.

In addition to emphasizing the hyperlink among thought and perform, Negotiation Excellence: profitable Deal Making contains deal examples resembling: Renault-Nissan alliance; mega-merger among Arcelor and Mittal metal; Kraft meals' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong govt; and Komatsu, a eastern firm's negotiation with cloth wardrobe, an American firm.


  • Introduction: including worth via Negotiation (Michael Benoliel)
  • Planning and getting ready for potent Negotiation (Meina Liu & Sabine Chai)
  • Setting (and settling on) the desk: The effect of the actual surroundings in Negotiation (Graham Brown)
  • Negotiation techniques: Claiming and growing price (Jill M Purdy)
  • Creativity in Negotiations (Joachim Hüffmeier & Guido Hertel)
  • Social Capital in Negotiation: Leveraging the ability of Relational Wealth (Ariel C Avgar & Eun Kyung Lee)
  • Trust construction, prognosis, and service within the Context of Negotiation (Donald L Ferrin, Dejun Tony Kong & Kurt T Dirks)
  • Power and impression in Negotiations (Min Li & Julie Sadler)
  • Power and impact in revenues Negotiation (Ababacar Mbengue, Joël Sohier & Patrice Cottet)
  • Negotiation technique (Brosh M Teucher)
  • Personality and Negotiation (Alice F Stuhlmacher & Christopher okay Adair)
  • Judgment Bias and selection Making in Negotiation (William P backside, Dejun Tony Kong & Alexandra A Mislin)
  • The position of Gender in Negotiation (E Layne Paddock & Laura J Kray)
  • Physiology in Negotiations (Smrithi Prasad & Jayanth Narayanan)
  • Understanding Negotiation Ethics (Kelvin Pang & Cynthia S Wang)
  • Navigating foreign Negotiations: A Communications and Social interplay type (CSIS) Framework (Nancy R Buchan, Wendi L Adair & Xiao-Ping Chen)
  • Building Intercultural belief on the Negotiating desk (Sujin Jang & Roy Chua)
  • Negotiating the Renault-Nissan Alliance: Insights from Renault's event (Stephen E Weiss)
  • The Arcelor and Mittal metal Merger Negotiations (Gregor Halff)
  • The Emotional Underbelly of Collaboration: whilst Politics Collide with want (Daniel L Shapiro)
  • The function of Negotiation in development Intra-Team and Inter-Team Cooperation (Helena Desivilya Syna)
  • The position of communique Media in Negotiations (Shira Mor & Alexandra Suppes)
  • Negotiation through e mail (Noam Ebner)

Readership: scholars, researchers and marketers who're drawn to the themes of Negotiation and Persuasion.

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Negotiation Excellence:Successful Deal Making by Benoliel Michael,Michael Benoliel

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