Negotiate, Persuade and Create Great Deals

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

in World Scientific Books from World Scientific Publishing Co. Pte. Ltd.

Abstract: Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
ISBN: 9789811225413
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Downloads: (external link)
https://www.worldscientific.com/worldscibooks/10.1142/11969 (text/html)
Ebook Access is available upon purchase

Chapters in this book:

Ch 1 THE NEGOTIATOR’S FOUR CAPITALS , pp 1-16

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 2 PRINCIPLES OF MASTERFUL NEGOTIATION , pp 17-42

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 3 POWER IN NEGOTIATION , pp 43-59

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 4 INFLUENCE , pp 61-77

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 5 BUILDING TRUST IN NEGOTIATION , pp 79-93

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 6 NEGOTIATION STYLES AND STRATEGY , pp 95-106

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 7 WHY NEGOTIATORS MAKE POOR DECISIONS , pp 107-120

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 8 THE INFLUENCE OF CULTURE ON NEGOTIATION , pp 121-137

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 9 DETECTING DECEPTION AND NEGOTIATING WITH LIARS , pp 139-152

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 10 HUMAN EVOLUTION AND NEGOTIATORS’ BEHAVIOR , pp 153-170

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 11 THE NEUROSCIENCE OF NEGOTIATION , pp 171-190

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Ch 12 BUILDING ORGANIZATIONAL NEGOTIATION CAPABILITIES , pp 191-204

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

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