Negotiation Excellence: Successful Deal Making (2nd Edition), Hardback Book

Negotiation Excellence: Successful Deal Making (2nd Edition) Hardback

Edited by Michael, Ph.D. (S'pore Management Univ, S'pore) Benoliel


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.


  • Format: Hardback
  • Pages: 536 pages
  • Publisher: World Scientific Publishing Co Pte Ltd
  • Publication Date:
  • Category: Business negotiation
  • ISBN: 9789814556941



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