Negotiation Strategy

Brosh M. Teucher

Chapter 9 in Negotiation Excellence:Successful Deal Making, 2014, pp 155-172 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The following sections are included:IntroductionDefinition of Negotiation StrategyBasic Negotiation Strategies3D NegotiationNegotiauctionsWhen Not to NegotiateConclusion

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
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