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.
1136611316
NEGOTIATION EXCELLENCE (2ND ED): Successful Deal Making
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.
20.49
In Stock
5
1
NEGOTIATION EXCELLENCE (2ND ED): Successful Deal Making
536
NEGOTIATION EXCELLENCE (2ND ED): Successful Deal Making
536eBook
$20.49
$27.00
Save 24%
Current price is $20.49, Original price is $27. You Save 24%.
Related collections and offers
20.49
In Stock
Product Details
| ISBN-13: | 9789814556965 |
|---|---|
| Publisher: | World Scientific Publishing Company, Incorporated |
| Publication date: | 09/16/2014 |
| Sold by: | Barnes & Noble |
| Format: | eBook |
| Pages: | 536 |
| File size: | 2 MB |
From the B&N Reads Blog