Negotiation Excellence: Successful Deal Making
Successful Deal Making
1st Edition
Published on 23. March 2011
Book
Hardback
504 pages
978-981-4343-16-9 (ISBN)
Description
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.In addition to emphasizing the link between theory and practice, Negotiation Excellence: Successful Deal Making 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.
More details
Language
English
Place of publication
Singapore
Singapore
Target group
College/higher education
Professional and scholarly
Dimensions
Height: 235 mm
Width: 157 mm
Thickness: 31 mm
Weight
873 gr
ISBN-13
978-981-4343-16-9 (9789814343169)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Content
Preparation; Negotiation Styles; Negotiation Strategies; Creativity in Negotiation; Power and Influence in Negotiation; Ethics in Negotiation; International Negotiation; Building Relationships and Trust in Negotiation; Multiparty Negotiation; Team Negotiation; Case Studies in Negotiation; and other papers.