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...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Otros Autores: Benoliel, Michael
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Hackensack, NJ : World Scientific, [2014]
Edición:2nd edition.
Temas:
Negotiation in business.
Negotiation.
Négociations (Affaires)
Négociations.
negotiating.
negotiation.
BUSINESS & ECONOMICS > Industrial Management.
BUSINESS & ECONOMICS > Management.
BUSINESS & ECONOMICS > Management Science.
BUSINESS & ECONOMICS > Organizational Behavior.
Negotiation
Negotiation in business
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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
  • ^
  • 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
  • ^
  • 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.

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