Description
Book SynopsisNegotiation 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.
Table of ContentsIntroduction: Adding Value through Negotiation (Michael Benoliel); Planning and Preparing for Effective Negotiation (Meina Liu & Sabine Chai); Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation (Graham Brown); Negotiation Approaches: Claiming and Creating Value (Jill M Purdy); Creativity in Negotiations (Joachim Huffmeier & Guido Hertel); Social Capital in Negotiation: Leveraging the Power of Relational Wealth (Ariel C Avgar & Eun Kyung Lee); Trust Building, Diagnosis, and Repair in the Context of Negotiation (Donald L Ferrin, Dejun Tony Kong & Kurt T Dirks); Power and Influence in Negotiations (Min Li & Julie Sadler); Power and Influence in Sales Negotiation (Ababacar Mbengue, Joel Sohier & Patrice Cottet); Negotiation Strategy (Brosh M Teucher); Personality and Negotiation (Alice F Stuhlmacher & Christopher K Adair); Judgment Bias and Decision Making in Negotiation (William P Bottom, Dejun Tony Kong & Alexandra A Mislin); The Role of Gender in Negotiation (E Layne Paddock & Laura J Kray); Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations (Shirli Kopelman, Ram Mahalingam & Ilan Gewurz); Physiology in Negotiations (Smrithi Prasad & Jayanth Narayanan); Understanding Negotiation Ethics (Kelvin Pang & Cynthia S Wang); Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework (Nancy R Buchan, Wendi L Adair & Xiao-Ping Chen); Building Intercultural Trust at the Negotiating Table (Sujin Jang & Roy Chua); Indian Negotiation Style: A Cultural Perspective (Michael Benoliel & Amrit Kaur); Negotiating the Renault - Nissan Alliance: Insights from Renault's Experience (Stephen E Weiss); The Arcelor and Mittal Steel Merger Negotiations (Gregor Halff); The Emotional Underbelly of Collaboration: When Politics Collide with Need (Daniel L Shapiro); The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation (Helena Desivilya Syna); The Role of Communication Media in Negotiations (Shira Mor & Alexandra Suppes); Negotiation via Email (Noam Ebner).
