000 | 03499cam a2200301 a 4500 | ||
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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 | ||
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