000 03499cam a2200301 a 4500
008 131205s2015 nju b 001 0 eng
010 _a 2013048355
020 _a9789814556941
040 _aDLC
_beng
_cDLC
042 _apcc
050 0 0 _aHD58.6
_b.N448 2015
082 0 0 _a658.4/052
_223
245 0 0 _aNegotiation excellence :
_bsuccessful deal making
_ceditor Michael Benoliel
250 _a2nd ed.
260 _aHackensack, NJ :
_bWorld Scientific,
_cc2015.
300 _axxxviii, 495 p. :
_bill. ;
_c24 cm.
504 _aIncludes bibliographical references and index.
650 0 _aNegotiation in business
650 0 _aNegotiation
700 1 _aBenoliel, Michael,
_eEdited by
035 _a(IMchF)fol15046151
505 0 _aIntroduction: 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).
520 _aNegotiation 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.
005 20170126100749.0
001 60542
003 UOWD
942 _cREGULAR
999 _c26549
_d26549