{"product_id":"9789814556965","title":"Negotiation Excellence: Successful Deal Making (2nd Edition): Successful Deal Making","description":"\u003cp\u003e\u003ci\u003eNegotiation Excellence: Successful Deal Making\u003c\/i\u003e 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.\u003c\/p\u003e\u003cp\u003eIn 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.\u003c\/p\u003e\u003cp\u003eFollowing 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.\u003c\/p\u003e\u003cb\u003eContents:\u003c\/b\u003e\u003cul\u003e\n\u003cli\u003eIntroduction: Adding Value through Negotiation\u003c\/li\u003e\n\u003cli\u003ePlanning and Preparation for Effective Negotiation \u003ci\u003e(Meina Liu and Sabine Chai)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eSetting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation \u003ci\u003e(Graham Brown)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eNegotiation Approaches: Claiming and Creating Value \u003ci\u003e(Jill M Purdy)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eCreativity in Negotiations \u003ci\u003e(Joachim Hüffmeier and Guido Hertel)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eSocial Capital in Negotiation: Leveraging the Power of Relational Wealth \u003ci\u003e(Ariel C Avgar and Eun Kyung Lee)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eTrust Building, Diagnosis, and Repair in the Context of Negotiation \u003ci\u003e(Donald L Ferrin, Dejun Tony Kong and Kurt T Dirks)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003ePower and Influence in Negotiations \u003ci\u003e(Min Li and Julie Sadler)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003ePower and Influence in Sales Negotiation \u003ci\u003e(Ababacar Mbengue, Joël Sohier and Patrice Cottet)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eNegotiation Strategy \u003ci\u003e(Brosh M Teucher)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003ePersonality and Negotiation \u003ci\u003e(Alice F Stuhlmacher and Christopher K Adair)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eJudgment Bias and Decision Making in Negotiation \u003ci\u003e(William P Bottom, Dejun Tony Kong and Alexandra A Mislin)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eThe Role of Gender in Negotiation \u003ci\u003e(E Layne Paddock and Laura J Kray)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eMindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations \u003ci\u003e(Shirli Kopelman, Ramaswami Mahalingam and Ilan Gewurz)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003ePhysiology in Negotiations \u003ci\u003e(Smrithi Prasad and Jayanth Narayanan)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eUnderstanding Negotiation Ethics \u003ci\u003e(Kelvin Pang and Cynthia S Wang)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eNavigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework \u003ci\u003e(Nancy R Buchan, Wendi L Adair and Xiao-Ping Chen)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eBuilding Intercultural Trust at the Negotiating Table \u003ci\u003e(Sujin Jang and Roy Chua)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eIndian Negotiation Style: A Cultural Perspective \u003ci\u003e(Michael Benoliel and Amrit Kaur)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eNegotiating the Renault–Nissan Alliance: Insights from Renault's Experience \u003ci\u003e(Stephen E Weiss)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eThe Arcelor and Mittal Steel Merger Negotiations \u003ci\u003e(Gregor Halff)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eThe Emotional Underbelly of Collaboration: When Politics Collide with Need \u003ci\u003e(Daniel L Shapiro)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eThe Role of Negotiation in Building Intra-Team and Inter-Team Cooperation \u003ci\u003e(Helena Desivilya-Syna)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eThe Role of Communication Media in Negotiations \u003ci\u003e(Shira Mor and Alexandra Suppes)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003cli\u003eNegotiation via (the New) Email \u003ci\u003e(Noam Ebner)\u003c\/i\u003e\n\u003c\/li\u003e\n\u003c\/ul\u003e\u003cbr\u003e\u003cb\u003eReadership:\u003c\/b\u003e Students, researchers and entrepreneurs who are interested in the topics of negotiation and persuasion.\u003cbr\u003e\u003cb\u003eKey Features:\u003c\/b\u003e\u003cul\u003e \u003cli\u003eWritten by leading negotiation experts from top-rated universities in the US and in Asia\u003c\/li\u003e \u003cli\u003eIntroduces readers to the theory and best practices of effective negotiation\u003c\/li\u003e \u003cli\u003eIncludes case studies of significant mergers and acquisitions\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"World Scientific Publishing Company, Incorporated","offers":[{"title":"Default Title","offer_id":47185297965296,"sku":"9789814556965","price":27.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9789814556965_p0.jpg?v=1763692120","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9789814556965","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}