Negotiation Excellence: Successful Deal Making (2nd Edition)

Successful Deal Making

Michael Benoliel

• Publisher: WSPC
• Year: 2014
• ISBN:
  9789814556965
• Edition: 2
• Topic: Biological Sciences
• Subtopic: Science General
• Index: Biological Sciences

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.

Contents:

• Introduction: Adding Value through Negotiation
• Planning and Preparation for Effective Negotiation (Meina Liu and 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 Hüffmeier and Guido Hertel)
• Social Capital in Negotiation: Leveraging the Power of Relational Wealth (Ariel C Avgar and Eun Kyung Lee)
• Trust Building, Diagnosis, and Repair in the Context of Negotiation (Donald L Ferrin, Dejun Tony Kong and Kurt T Dirks)
• Power and Influence in Negotiations (Min Li and Julie Sadler)
• Power and Influence in Sales Negotiation (Ababacar Mbengue, Joël Sohier and Patrice Cottet)
• Negotiation Strategy (Brosh M Teucher)
• Personality and Negotiation (Alice F Stuhlmacher and Christopher K Adair)
• Judgment Bias and Decision Making in Negotiation (William P Bottom, Dejun Tony Kong and Alexandra A Mislin)
• The Role of Gender in Negotiation (E Layne Paddock and Laura J Kray)
• Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations (Shirli Kopelman, Ramaswami Mahalingam and Ilan Gewurz)
• Physiology in Negotiations (Smrithi Prasad and Jayanth Narayanan)
• Understanding Negotiation Ethics (Kelvin Pang and Cynthia S Wang)
• Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework (Nancy R Buchan, Wendi L Adair and Xiao-Ping Chen)
• Building Intercultural Trust at the Negotiating Table (Sujin Jang and Roy Chua)
• Indian Negotiation Style: A Cultural Perspective (Michael Benoliel and 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 and Alexandra Suppes)
• Negotiation via (the New) Email (Noam Ebner)

Readership: Students, researchers and entrepreneurs who are interested in the topics of negotiation and persuasion.
Key Features:

• Written by leading negotiation experts from top-rated universities in the US and in Asia
• Introduces readers to the theory and best practices of effective negotiation
• Includes case studies of significant mergers and acquisitions

Table of contents

• Cover Page
• Title Page
• Copyright Page
• Dedication Page
• Table of Contents
• Acknowledgments
• About the Contributors
• Introduction: Adding Value through Negotiation
• 1. Planning and Preparation for Effective Negotiation
• 2. Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation
• 3. Negotiation Approaches: Claiming and Creating Value
• 4. Creativity in Negotiations
• 5. Social Capital in Negotiation: Leveraging the Power of Relational Wealth
• 6. Trust Building, Diagnosis, and Repair in the Context of Negotiation
• 7. Power and Influence in Negotiations
• 8. Power and Influence in Sales Negotiation
• 9. Negotiation Strategy
• 10. Personality and Negotiation
• 11. Judgment Bias and Decision Making in Negotiation
• 12. The Role of Gender in Negotiation
• 13. Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations
• 14. Physiology in Negotiations
• 15. Understanding Negotiation Ethics
• 16. Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework
• 17. Building Intercultural Trust at the Negotiating Table
• 18. Indian Negotiation Style: A Cultural Perspective
• 19. Negotiating the Renault-Nissan Alliance: Insights from Renault’s Experience
• 20. The Arcelor and Mittal Steel Merger Negotiations
• 21. The Emotional Underbelly of Collaboration: When Politics Collide with Need
• 22. The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation
• 23. The Role of Communication Media in Negotiations
• 24. Negotiation via (the New) Email
• References
• Index