{"product_id":"negotiation-excellence-successful-deal-making-2nd-edition-9789814556941","title":"Negotiation Excellence: Successful Deal Making (2nd Edition)","description":"\u003cp\u003e • Author(s): Michael Benoliel\u003cbr\u003e • Publisher: World Scientific Publishing Company\u003cbr\u003e • Publisher Imprint: World Scientific Publishing Company\u003cbr\u003e • BISAC: Negotiating\u003c\/p\u003e\u003cp\u003eNegotiation 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.\u003c\/p\u003e","brand":"Atlantic Books","offers":[{"title":"Hardcover","offer_id":46497409564823,"sku":"9789814556941","price":19900.0,"currency_code":"INR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0666\/3471\/1191\/files\/9789814556941.webp?v=1769189478","url":"https:\/\/atlanticbooks.com\/products\/negotiation-excellence-successful-deal-making-2nd-edition-9789814556941","provider":"Atlantic Books","version":"1.0","type":"link"}