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Book synopsis

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.

Book details

Book category Books in English Economics, finance, business & management Business & management Business negotiation

• Full title: Negotiation Excellence: Successful Deal Making (2nd Edition)
• Author: Michael Benoliel
• Language: English
• Binding: Hardback
• Number of pages: 536
• EAN: 9789814556941
• ISBN: 9814556947
• ID: 02358620
• Publisher: World Scientific Publishing Co Pte Ltd
• Weight: 874 g
• Dimensions: 229 × 160 × 34 mm
• Date of publishing: 05. November 2014

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