Negotiation Excellence:Successful Deal Making

Michael Benoliel
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Michael Benoliel: Singapore Management University, Singapore

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

Abstract: Negotiation Excellence: Successful Deal Making

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
ISBN: 9789814556941
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Chapters in this book:

Ch 1 Planning and Preparation for Effective Negotiation , pp 1-22

Meina Liu and Sabine Chai

Ch 2 Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation , pp 23-37

Graham Brown

Ch 3 Negotiation Approaches: Claiming and Creating Value , pp 39-58

Jill M. Purdy

Ch 4 Creativity in Negotiations , pp 59-77

Joachim Hüffmeier and Guido Hertel

Ch 5 Social Capital in Negotiation: Leveraging the Power of Relational Wealth , pp 79-100

Ariel C. Avgar and Eun Kyung Lee

Ch 6 Trust Building, Diagnosis, and Repair in the Context of Negotiation , pp 101-116

Donald L. Ferrin, Dejun Tony Kong and Kurt T. Dirks

Ch 7 Power and Influence in Negotiations , pp 117-138

Min Li and Julie Sadler

Ch 8 Power and Influence in Sales Negotiation , pp 139-153

Ababacar Mbengue, Joël Sohier and Patrice Cottet

Ch 9 Negotiation Strategy , pp 155-172

Brosh M. Teucher

Ch 10 Personality and Negotiation , pp 173-189

Alice F. Stuhlmacher and Christopher K. Adair

Ch 11 Judgment Bias and Decision Making in Negotiation , pp 191-207

William P. Bottom, Dejun Tony Kong and Alexandra A. Mislin

Ch 12 The Role of Gender in Negotiation , pp 209-225

E. Layne Paddock and Laura J. Kray

Ch 13 Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations , pp 227-239

Shirli Kopelman, Ramaswami Mahalingam and Ilan Gewurz

Ch 14 Physiology in Negotiations , pp 241-254

Smrithi Prasad and Jayanth Narayanan

Ch 15 Understanding Negotiation Ethics , pp 255-269

Kelvin Pang and Cynthia S. Wang

Ch 16 Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework , pp 271-292

Nancy R. Buchan, Wendi L. Adair and Xiao-Ping Chen

Ch 17 Building Intercultural Trust at the Negotiating Table , pp 293-307

Sujin Jang and Roy Chua

Ch 18 Indian Negotiation Style: A Cultural Perspective , pp 309-324

Michael Benoliel and Amrit Kaur

Ch 19 Negotiating the Renault-Nissan Alliance: Insights from Renault's Experience , pp 325-350

Stephen E. Weiss

Ch 20 The Arcelor and Mittal Steel Merger Negotiations , pp 351-358

Gregor Halff

Ch 21 The Emotional Underbelly of Collaboration: When Politics Collide with Need , pp 359-370

Daniel L. Shapiro

Ch 22 The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation , pp 371-389

Helena Desivilya-Syna

Ch 23 The Role of Communication Media in Negotiations , pp 391-405

Shira Mor and Alexandra Suppes

Ch 24 Negotiation via (the New) Email , pp 407-436

Noam Ebner

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