Negotiation Excellence: Successful Deal Making (2nd Edition)

Released on by Michael Benoliel
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  • Negotiation Excellence: Successful Deal Making (2nd Edition) Book Detail

  • Author : Michael Benoliel
  • Release Date : 2014-09-16
  • Publisher : World Scientific
  • Genre : Business & Economics
  • Pages : 534
  • ISBN 13 : 9814556963
  • File Size : 44,44 MB
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Negotiation Excellence: Successful Deal Making (2nd Edition) by Michael Benoliel PDF Summary

Book Description: 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.

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