NEGOTIATION EXCELLENCE:Successful Deal Making
AbstractNegotiation 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.
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Bibliographic InfoThis book is provided by World Scientific Publishing Co. Pte. Ltd. in its series World Scientific Books with number 8105 and published in 2011.
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Find related papers by JEL classification:
- F51 - International Economics - - International Relations and International Political Economy - - - International Conflicts; Negotiations; Sanctions
- M10 - Business Administration and Business Economics; Marketing; Accounting - - Business Administration - - - General
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