NEGOTIATION EXCELLENCE: SUCCESSFUL DEAL MAKING (2ND EDITION) - Hardcover

Hardcover

ISBN 10: 9814556947 ISBN 13: 9789814556941

Publisher: World Scientific Publishing Company, 2014

Synopsis

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.

About this title

About the Author:

Michael Benoliel is Associate Professor of Organizational Behavior Practice at Singapore Management University. He is the author of Done Deal: Insights from Interviews with the World's Best Negotiators(2005); The Upper Hand (2006); and the co-author of Negotiating (2009). He received the Outstanding Faculty Award Executive MBA Class of 2013; the Most Outstanding Faculty Award of the Executive MBA Class of 2012; and in 2010 he received the Singapore Management University Most Innovative Teacher Award. Michael Benoliel conducts negotiation workshops for managers and executives. Some of the organizations include: British Petroleum; Pfizer; Henkel, AG; Prudential; Applied Micro Devices; BATA International; PTT Chemicals (Thailand); Indian Oil (India); Jurong Port (Singapore); Malaysia Oxygen and TNB (Malaysia); and Mekong Capital (Vietnam).

About this edition

• Publisher: World Scientific Publishing Company
• Publication date: 2014
• ISBN 10: 9814556947
• ISBN 13: 9789814556941
• Binding: Hardcover
• Edition number: 2
• Number of pages: 536
• Editor: Benoliel Michael