Negotiation Excellence: Successful Deal Making (2nd Edition) (eBook)

Benoliel Michael Benoliel (Herausgeber)

eBook Download: EPUB

2014 | 2. Auflage
536 Seiten
World Scientific Publishing Company (Verlag)
978-981-4556-96-5 (ISBN)

Infos

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.

Produkt-Details

• Erscheint lt. Verlag: 16.9.2014
• Verlagsort: Singapore
• Sprache: englisch
• Themenwelt: Sachbuch/Ratgeber ► Beruf / Finanzen / Recht / Wirtschaft ► Briefe / Präsentation / Rhetorik
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management
• ISBN-10: 981-4556-96-3 / 9814556963
• ISBN-13: 978-981-4556-96-5 / 9789814556965