Cargando…
Negotiation excellence : successful deal making /
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 plann...
| Clasificación: | Libro Electrónico |
|---|---|
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hackensack, NJ :
World Scientific,
[2014]
|
| Edición: | 2nd edition. |
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
| LEADER | 00000cam a2200000 i 4500 | ||
|---|---|---|---|
| 001 | EBSCO_ocn892911543 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr cnu---unuuu | ||
| 008 | 141014s2014 nju ob 001 0 eng d | ||
| 040 | |a N$T |b eng |e rda |e pn |c N$T |d EBLCP |d YDXCP |d DKU |d OCLCQ |d ICA |d AGLDB |d VNS |d OCLCQ |d VTS |d OL$ |d OCLCQ |d OCLCO |d OCLCQ |d OCLCO | ||
| 019 | |a 902761608 | ||
| 020 | |a 9789814556958 |q (electronic bk.) | ||
| 020 | |a 9814556955 |q (electronic bk.) | ||
| 020 | |z 9789814556941 | ||
| 020 | |z 9814556947 | ||
| 029 | 1 | |a AU@ |b 000055217911 | |
| 029 | 1 | |a AU@ |b 000058200575 | |
| 029 | 1 | |a AU@ |b 000058373882 | |
| 029 | 1 | |a DEBBG |b BV042959006 | |
| 029 | 1 | |a DEBSZ |b 456341226 | |
| 035 | |a (OCoLC)892911543 |z (OCoLC)902761608 | ||
| 050 | 4 | |a HD58.6 |b .N448 2014eb | |
| 072 | 7 | |a BUS |x 082000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 041000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 042000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 085000 |2 bisacsh | |
| 082 | 0 | 4 | |a 658.4/052 |2 23 |
| 049 | |a UAMI | ||
| 245 | 0 | 0 | |a Negotiation excellence : |b successful deal making / |c [edited] by Michael Benoliel (Singapore Management University, Singapore). |
| 250 | |a 2nd edition. | ||
| 264 | 1 | |a Hackensack, NJ : |b World Scientific, |c [2014] | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes bibliographical references and index. | ||
| 588 | 0 | |a Print version record. | |
| 520 | |a 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. | ||
| 505 | 0 | |a 1. Planning and preparation for effective negotiation / Meina Liu and Sabine Chai -- 2. Setting (and choosing) the table: The influence of the physical environment in negotiation / Graham Brown -- 3. Negotiation approaches: Claiming and creating value / Jill M. Purdy -- 4. Creativity in negotiations / Joachim Huffmeier and Guido Hertel -- 5. Social capital in negotiation: Leveraging the power of relational wealth / Ariel C. Avgar and Eun Kyung Lee -- 6. Trust building, diagnosis, and repair in the context of negotiation / Donald L. Ferrin, Dejun Tony Kong and Kurt T. Dirks -- 7. Power and influence in negotiations / Min Li and Julie Sadler -- 8. Power and influence in sales negotiation / Ababacar Mbengue, Joel Sohier and Patrice Cottet -- 9. Negotiation strategy / Brosh M. Teucher -- 10. Personality and negotiation / Alice F. Stuhlmacher and Christopher K. Adair -- 11. Judgment bias and decision making in negotiation / William P. Bottom, Dejun Tony Kong and Alexandra A. Mislin -- ^ | |
| 505 | 0 | |a 12. The role of gender in negotiation / E. Layne Paddock and Laura J. Kray -- 13. Mindfully managing emotions and resolving paradoxes in the context of negotiations / Shirli Kopelman, Ramaswami Mahalingam and Ilan Gewurz -- 14. Physiology in negotiations / Smrithi Prasad and Jayanth Narayanan -- 15. Understanding negotiation ethics / Kelvin Pang and Cynthia S. Wang -- 16. Navigating international negotiations: A communications and social interaction style (CSIS) framework / Nancy R. Buchan, Wendi L. Adair and Xiao-Ping Chen -- 17. Building intercultural trust at the negotiating table / Sujin Jang and Roy Chua -- 18. Indian negotiation style: A cultural perspective / Michael Benoliel and Amrit Kaur -- 19. Negotiating the Renault-Nissan alliance: Insights from Renault's experience / Stephen E. Weiss -- 20. The Arcelor and Mittal Steel merger negotiations / Gregor Halff -- 21. The emotional underbelly of collaboration: When politics collide with need / Daniel L. Shapiro -- ^ | |
| 505 | 0 | |a 22. The role of negotiation in building intra-team and inter-team cooperation / Helena Desivilya-Syna -- 23. The role of communication media in negotiations / Shira Mor and Alexandra Suppes -- 24. Negotiation via (the new) email / Noam Ebner. | |
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Negotiation in business. | |
| 650 | 0 | |a Negotiation. | |
| 650 | 6 | |a Négociations (Affaires) | |
| 650 | 6 | |a Négociations. | |
| 650 | 7 | |a negotiating. |2 aat | |
| 650 | 7 | |a negotiation. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a Negotiation |2 fast | |
| 650 | 7 | |a Negotiation in business |2 fast | |
| 700 | 1 | |a Benoliel, Michael. | |
| 776 | 0 | 8 | |i Print version: |t Negotiation excellence. |b 2nd edition |z 9789814556941 |w (DLC) 2013048355 |w (OCoLC)864808862 |
| 856 | 4 | 0 | |u https://ebsco.uam.elogim.com/login.aspx?direct=true&scope=site&db=nlebk&AN=862321 |z Texto completo |
| 938 | |a ProQuest Ebook Central |b EBLB |n EBL1812615 | ||
| 938 | |a EBSCOhost |b EBSC |n 862321 | ||
| 938 | |a YBP Library Services |b YANK |n 12102374 | ||
| 994 | |a 92 |b IZTAP | ||