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Negotiation Excellence: Successful Deal Making

Regular price ₱1,554.75
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Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.

Negotiation Excellence: Successful Deal Making

Regular price ₱1,554.75
Unit price
per
ISBN: 9789814343169
Authors: Michael Benoliel
Date of Publication: 2011-03-22
Format: Paperback
Related Collections: Business, Economics, Personal Development
Goodreads rating: 4.0
(rated by 2 readers)

Description

Negotiation Successful Deal Making was written by leading negotiation experts from top-rated universities in the USA and in Asia and its objective is to introduce the readers to the theory and best practices of effective negotiation. The book includes chapters ranging preparing and planning well for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win; understanding and dealing with negotiators from different cultures; and to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, Negotiation Successful Deal Making includes deal examples such 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.
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Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.