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Negotiate, Persuade and Create Great Deals

Author

Listed:
  • Michael Benoliel
  • Geetanjali Mukherjee
  • Jose Yong

Abstract

Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.

Individual chapters are listed in the "Chapters" tab

Suggested Citation

  • Michael Benoliel & Geetanjali Mukherjee & Jose Yong, 2020. "Negotiate, Persuade and Create Great Deals," World Scientific Books, World Scientific Publishing Co. Pte. Ltd., number 11969, January.
    • Handle: RePEc:wsi:wsbook:11969
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    File URL: https://www.worldscientific.com/worldscibooks/10.1142/11969
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    Book Chapters

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    Keywords

    Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation;
    All these keywords.

    JEL classification:

    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • D23 - Microeconomics - - Production and Organizations - - - Organizational Behavior; Transaction Costs; Property Rights
    • L26 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Entrepreneurship

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