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