Negotiation Excellence: Successful Deal Making (2nd Edition)

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: Renault-Nissan 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.

Product details

• Authors: Michael Benoliel, Michael Benoliel
• Assisted by: Michael Benoliel (Editor), Benoliel Michael (Editor)
• Publisher: Ingram Publishers Services
• Languages: English
• Product format: Hardback
• Released: 05.11.2014
• EAN: 9789814556941
• ISBN: 978-981-45569-4-1
• Subjects: Guides > Law, job, finance; Social sciences, law, business > Business > Miscellaneous; BUSINESS & ECONOMICS / Negotiating, Business Negotiation