Negotiation Excellence:Successful Deal Making
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Book Chapters
The following chapters of this book are listed in IDEAS- Meina Liu & Sabine Chai, 2014. "Planning and Preparation for Effective Negotiation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 1, pages 1-22, World Scientific Publishing Co. Pte. Ltd..
- Graham Brown, 2014. "Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 2, pages 23-37, World Scientific Publishing Co. Pte. Ltd..
- Jill M. Purdy, 2014. "Negotiation Approaches: Claiming and Creating Value," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 3, pages 39-58, World Scientific Publishing Co. Pte. Ltd..
- Joachim Hüffmeier & Guido Hertel, 2014. "Creativity in Negotiations," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 4, pages 59-77, World Scientific Publishing Co. Pte. Ltd..
- Ariel C. Avgar & Eun Kyung Lee, 2014. "Social Capital in Negotiation: Leveraging the Power of Relational Wealth," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 5, pages 79-100, World Scientific Publishing Co. Pte. Ltd..
- Donald L. Ferrin & Dejun Tony Kong & Kurt T. Dirks, 2014. "Trust Building, Diagnosis, and Repair in the Context of Negotiation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 6, pages 101-116, World Scientific Publishing Co. Pte. Ltd..
- Min Li & Julie Sadler, 2014. "Power and Influence in Negotiations," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 7, pages 117-138, World Scientific Publishing Co. Pte. Ltd..
- Ababacar Mbengue & Joël Sohier & Patrice Cottet, 2014. "Power and Influence in Sales Negotiation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 8, pages 139-153, World Scientific Publishing Co. Pte. Ltd..
- Brosh M. Teucher, 2014. "Negotiation Strategy," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 9, pages 155-172, World Scientific Publishing Co. Pte. Ltd..
- Alice F. Stuhlmacher & Christopher K. Adair, 2014. "Personality and Negotiation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 10, pages 173-189, World Scientific Publishing Co. Pte. Ltd..
- William P. Bottom & Dejun Tony Kong & Alexandra A. Mislin, 2014. "Judgment Bias and Decision Making in Negotiation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 11, pages 191-207, World Scientific Publishing Co. Pte. Ltd..
- E. Layne Paddock & Laura J. Kray, 2014. "The Role of Gender in Negotiation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 12, pages 209-225, World Scientific Publishing Co. Pte. Ltd..
- Shirli Kopelman & Ramaswami Mahalingam & Ilan Gewurz, 2014. "Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 13, pages 227-239, World Scientific Publishing Co. Pte. Ltd..
- Smrithi Prasad & Jayanth Narayanan, 2014. "Physiology in Negotiations," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 14, pages 241-254, World Scientific Publishing Co. Pte. Ltd..
- Kelvin Pang & Cynthia S. Wang, 2014. "Understanding Negotiation Ethics," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 15, pages 255-269, World Scientific Publishing Co. Pte. Ltd..
- Nancy R. Buchan & Wendi L. Adair & Xiao-Ping Chen, 2014. "Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 16, pages 271-292, World Scientific Publishing Co. Pte. Ltd..
- Sujin Jang & Roy Chua, 2014. "Building Intercultural Trust at the Negotiating Table," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 17, pages 293-307, World Scientific Publishing Co. Pte. Ltd..
- Michael Benoliel & Amrit Kaur, 2014. "Indian Negotiation Style: A Cultural Perspective," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 18, pages 309-324, World Scientific Publishing Co. Pte. Ltd..
- Stephen E. Weiss, 2014. "Negotiating the Renault-Nissan Alliance: Insights from Renault's Experience," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 19, pages 325-350, World Scientific Publishing Co. Pte. Ltd..
- Gregor Halff, 2014. "The Arcelor and Mittal Steel Merger Negotiations," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 20, pages 351-358, World Scientific Publishing Co. Pte. Ltd..
- Daniel L. Shapiro, 2014. "The Emotional Underbelly of Collaboration: When Politics Collide with Need," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 21, pages 359-370, World Scientific Publishing Co. Pte. Ltd..
- Helena Desivilya-Syna, 2014. "The Role of Negotiation in Building Intra-Team and Inter-Team Cooperation," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 22, pages 371-389, World Scientific Publishing Co. Pte. Ltd..
- Shira Mor & Alexandra Suppes, 2014. "The Role of Communication Media in Negotiations," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 23, pages 391-405, World Scientific Publishing Co. Pte. Ltd..
- Noam Ebner, 2014. "Negotiation via (the New) Email," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 24, pages 407-436, World Scientific Publishing Co. Pte. Ltd..
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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;All these keywords.
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