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...
Gespeichert in:
| Weitere Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Hackensack, NJ :
World Scientific,
[2014]
|
| Ausgabe: | 2nd edition. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | 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. |
| Beschreibung: | 1 online resource |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 9789814556958 9814556955 |
Internformat
MARC
| LEADER | 00000cam a2200000 i 4500 | ||
|---|---|---|---|
| 001 | ZDB-4-EBA-ocn892911543 | ||
| 003 | OCoLC | ||
| 005 | 20241004212047.0 | ||
| 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 |d OCLCL | ||
| 019 | |a 902761608 | ||
| 020 | |a 9789814556958 |q (electronic bk.) | ||
| 020 | |a 9814556955 |q (electronic bk.) | ||
| 020 | |z 9789814556941 | ||
| 020 | |z 9814556947 | ||
| 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 | 7 | |a 658.4/052 |2 23 | |
| 049 | |a MAIN | ||
| 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. | |
| 650 | 0 | |a Negotiation in business. |0 http://id.loc.gov/authorities/subjects/sh85090651 | |
| 650 | 0 | |a Negotiation. |0 http://id.loc.gov/authorities/subjects/sh85090650 | |
| 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. | |
| 758 | |i has work: |a Negotiation excellence (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGhft3dHbJ3vmQHVPGy9Tb |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |t Negotiation excellence. |b 2nd edition |z 9789814556941 |w (DLC) 2013048355 |w (OCoLC)864808862 |
| 856 | 4 | 0 | |l FWS01 |p ZDB-4-EBA |q FWS_PDA_EBA |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=862321 |3 Volltext |
| 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 GEBAY | ||
| 912 | |a ZDB-4-EBA | ||
| 049 | |a DE-863 | ||
Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBA-ocn892911543 |
|---|---|
| _version_ | 1816882290195693569 |
| adam_text | |
| any_adam_object | |
| author2 | Benoliel, Michael |
| author2_role | |
| author2_variant | m b mb |
| author_facet | Benoliel, Michael |
| author_sort | Benoliel, Michael |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HD58 |
| callnumber-raw | HD58.6 .N448 2014eb |
| callnumber-search | HD58.6 .N448 2014eb |
| callnumber-sort | HD 258.6 N448 42014EB |
| callnumber-subject | HD - Industries, Land Use, Labor |
| collection | ZDB-4-EBA |
| contents | 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. |
| ctrlnum | (OCoLC)892911543 |
| dewey-full | 658.4/052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4/052 |
| dewey-search | 658.4/052 |
| dewey-sort | 3658.4 252 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 2nd edition. |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>05975cam a2200661 i 4500</leader><controlfield tag="001">ZDB-4-EBA-ocn892911543</controlfield><controlfield tag="003">OCoLC</controlfield><controlfield tag="005">20241004212047.0</controlfield><controlfield tag="006">m o d </controlfield><controlfield tag="007">cr cnu---unuuu</controlfield><controlfield tag="008">141014s2014 nju ob 001 0 eng d</controlfield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">N$T</subfield><subfield code="b">eng</subfield><subfield code="e">rda</subfield><subfield code="e">pn</subfield><subfield code="c">N$T</subfield><subfield code="d">EBLCP</subfield><subfield code="d">YDXCP</subfield><subfield code="d">DKU</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">ICA</subfield><subfield code="d">AGLDB</subfield><subfield code="d">VNS</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">VTS</subfield><subfield code="d">OL$</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCL</subfield></datafield><datafield tag="019" ind1=" " ind2=" "><subfield code="a">902761608</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9789814556958</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9814556955</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">9789814556941</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">9814556947</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)892911543</subfield><subfield code="z">(OCoLC)902761608</subfield></datafield><datafield tag="050" ind1=" " ind2="4"><subfield code="a">HD58.6</subfield><subfield code="b">.N448 2014eb</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">082000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">041000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">042000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">085000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="082" ind1="7" ind2=" "><subfield code="a">658.4/052</subfield><subfield code="2">23</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">MAIN</subfield></datafield><datafield tag="245" ind1="0" ind2="0"><subfield code="a">Negotiation excellence :</subfield><subfield code="b">successful deal making /</subfield><subfield code="c">[edited] by Michael Benoliel (Singapore Management University, Singapore).</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">2nd edition.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Hackensack, NJ :</subfield><subfield code="b">World Scientific,</subfield><subfield code="c">[2014]</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 online resource</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">computer</subfield><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">online resource</subfield><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="504" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references and index.</subfield></datafield><datafield tag="588" ind1="0" ind2=" "><subfield code="a">Print version record.</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="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.</subfield></datafield><datafield tag="505" ind1="0" ind2=" "><subfield code="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 -- ^</subfield></datafield><datafield tag="505" ind1="0" ind2=" "><subfield code="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 -- ^</subfield></datafield><datafield tag="505" ind1="0" ind2=" "><subfield code="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.</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Negotiation in business.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85090651</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Negotiation.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85090650</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Négociations (Affaires)</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Négociations.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">negotiating.</subfield><subfield code="2">aat</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">negotiation.</subfield><subfield code="2">aat</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Industrial Management.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Management.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Management Science.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Organizational Behavior.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Negotiation</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Negotiation in business</subfield><subfield code="2">fast</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Benoliel, Michael.</subfield></datafield><datafield tag="758" ind1=" " ind2=" "><subfield code="i">has work:</subfield><subfield code="a">Negotiation excellence (Text)</subfield><subfield code="1">https://id.oclc.org/worldcat/entity/E39PCGhft3dHbJ3vmQHVPGy9Tb</subfield><subfield code="4">https://id.oclc.org/worldcat/ontology/hasWork</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Print version:</subfield><subfield code="t">Negotiation excellence.</subfield><subfield code="b">2nd edition</subfield><subfield code="z">9789814556941</subfield><subfield code="w">(DLC) 2013048355</subfield><subfield code="w">(OCoLC)864808862</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="l">FWS01</subfield><subfield code="p">ZDB-4-EBA</subfield><subfield code="q">FWS_PDA_EBA</subfield><subfield code="u">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=862321</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">ProQuest Ebook Central</subfield><subfield code="b">EBLB</subfield><subfield code="n">EBL1812615</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">EBSCOhost</subfield><subfield code="b">EBSC</subfield><subfield code="n">862321</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">YBP Library Services</subfield><subfield code="b">YANK</subfield><subfield code="n">12102374</subfield></datafield><datafield tag="994" ind1=" " ind2=" "><subfield code="a">92</subfield><subfield code="b">GEBAY</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-4-EBA</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-863</subfield></datafield></record></collection> |
| id | ZDB-4-EBA-ocn892911543 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-27T13:26:15Z |
| institution | BVB |
| isbn | 9789814556958 9814556955 |
| language | English |
| oclc_num | 892911543 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource |
| psigel | ZDB-4-EBA |
| publishDate | 2014 |
| publishDateSearch | 2014 |
| publishDateSort | 2014 |
| publisher | World Scientific, |
| record_format | marc |
| spelling | Negotiation excellence : successful deal making / [edited] by Michael Benoliel (Singapore Management University, Singapore). 2nd edition. Hackensack, NJ : World Scientific, [2014] 1 online resource text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes bibliographical references and index. Print version record. 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. 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. Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations (Affaires) Négociations. negotiating. aat negotiation. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Negotiation fast Negotiation in business fast Benoliel, Michael. has work: Negotiation excellence (Text) https://id.oclc.org/worldcat/entity/E39PCGhft3dHbJ3vmQHVPGy9Tb https://id.oclc.org/worldcat/ontology/hasWork Print version: Negotiation excellence. 2nd edition 9789814556941 (DLC) 2013048355 (OCoLC)864808862 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=862321 Volltext |
| spellingShingle | Negotiation excellence : successful deal making / 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. Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations (Affaires) Négociations. negotiating. aat negotiation. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Negotiation fast Negotiation in business fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85090651 http://id.loc.gov/authorities/subjects/sh85090650 |
| title | Negotiation excellence : successful deal making / |
| title_auth | Negotiation excellence : successful deal making / |
| title_exact_search | Negotiation excellence : successful deal making / |
| title_full | Negotiation excellence : successful deal making / [edited] by Michael Benoliel (Singapore Management University, Singapore). |
| title_fullStr | Negotiation excellence : successful deal making / [edited] by Michael Benoliel (Singapore Management University, Singapore). |
| title_full_unstemmed | Negotiation excellence : successful deal making / [edited] by Michael Benoliel (Singapore Management University, Singapore). |
| title_short | Negotiation excellence : |
| title_sort | negotiation excellence successful deal making |
| title_sub | successful deal making / |
| topic | Negotiation in business. http://id.loc.gov/authorities/subjects/sh85090651 Negotiation. http://id.loc.gov/authorities/subjects/sh85090650 Négociations (Affaires) Négociations. negotiating. aat negotiation. aat BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. bisacsh Negotiation fast Negotiation in business fast |
| topic_facet | 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 |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=862321 |
| work_keys_str_mv | AT benolielmichael negotiationexcellencesuccessfuldealmaking |