Description
Book SynopsisNegotiation 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.
Table of ContentsPreparation; Negotiation Styles; Negotiation Strategies; Creativity in Negotiation; Power and Influence in Negotiation; Ethics in Negotiation; International Negotiation; Building Relationships and Trust in Negotiation; Multiparty Negotiation; Team Negotiation; Case Studies in Negotiation; and other papers.
