Negotiation Excellence: Successful Deal Making (Hardcover) (ISBN-13: 9789814343169)

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.

Author: Michael Benoliel
ISBN-10: 9814343161
ISBN-13: 9789814343169
Publisher: World Scientific Publishing Company
Language: English
Published: 03/23/2011
Pages: 504
Format: Hardcover
Weight: 1.90lbs
Size: 9.10h x 6.10w x 1.20d