Negotiation Excellence: Successful Deal Making
Author:   Michael Benoliel, Ph.D. (S'pore Management Univ, S'pore)
Publisher:   World Scientific Publishing Co Pte Ltd
ISBN:  

9789814343169


Pages:   504
Publication Date:   23 March 2011
Format:   Hardback
Availability:   In Print   Availability explained
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Negotiation Excellence: Successful Deal Making


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Overview

Negotiation 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.

Full Product Details

Author:   Michael Benoliel, Ph.D. (S'pore Management Univ, S'pore)
Publisher:   World Scientific Publishing Co Pte Ltd
Imprint:   World Scientific Publishing Co Pte Ltd
Dimensions:   Width: 15.50cm , Height: 3.00cm , Length: 23.10cm
Weight:   0.862kg
ISBN:  

9789814343169


ISBN 10:   9814343161
Pages:   504
Publication Date:   23 March 2011
Audience:   College/higher education ,  Professional and scholarly ,  Tertiary & Higher Education ,  Professional & Vocational
Format:   Hardback
Publisher's Status:   Active
Availability:   In Print   Availability explained
This item will be ordered in for you from one of our suppliers. Upon receipt, we will promptly dispatch it out to you. For in store availability, please contact us.

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