| Description |
xxi, 479 pages : illustrations ; 24 cm |
| Contents |
Contents note continued: 15.Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework / Xiao-Ping Chen -- 16.Building Intercultural Trust at the Negotiating Table / Roy Chua -- 17.Negotiating the Renault-Nissan Alliance: Insights from Renault's Experience / Stephen E. Weiss -- 18.The Arcelor and Mittal Steel Merger Negotiations / Gregor Halff -- 19.The Emotional Underbelly of Collaboration: When Politics Collide with Need / Daniel L. Shapiro -- 20.The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation / Helena Desivilya Syna -- 21.The Role of Communication Media in Negotiations / Alexandra Suppes -- 22.Negotiation via Email / Noam Ebner |
|
Machine generated contents note: 1.Planning and Preparing for Effective Negotiation / Sabine Chai -- 2.Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation / Graham Brown -- 3.Negotiation Approaches: Claiming and Creating Value / Jill M. Purdy -- 4.Creativity in Negotiations / Guido Hertel -- 5.Social Capital in Negotiation: Leveraging the Power of Relational Wealth / Eun Kyung Lee -- 6.Trust Building, Diagnosis, and Repair in the Context of Negotiation / Kurt T. Dirks -- 7.Power and Influence in Negotiations / Julie Sadler -- 8.Power and Influence in Sales Negotiation / Patrice Cottet -- 9.Negotiation Strategy / Brosh M. Teucher -- 10.Personality and Negotiation / Christopher K. Adair -- 11.Judgment Bias and Decision Making in Negotiation / Alexandra A. Mislin -- 12.The Role of Gender in Negotiation / Laura J. Kray -- 13.Physiology in Negotiations / Jayanth Narayanan -- 14.Understanding Negotiation Ethics / Cynthia S. Wang -- |
| Summary |
Negotiation Excellence: Successful Deal Making was written by leading negotiation experts from top-rated universities in the USA and in Asia and its objective is to introduce the readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning well for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win; understanding and dealing with negotiators from different cultures; and to managing ethical dilemmas |
| Bibliography |
Includes bibliographical references (pages 417-471) and index |
| Subject |
Negotiation in business.
|
|
Negotiation.
|
| Author |
Benoliel, Michael.
|
| LC no. |
2011410212 |
| ISBN |
9789814343169 |
|
9814343161 |
|
