Negotiation Excellence: Successful Deal Making was written by leading negotiation experts from top-rated universities in the USA and in Asia and its objective is to introduce the readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning well for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win; understanding and dealing with negotiators from different cultures; and to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, Negotiation Excellence: Successful Deal Making 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.

Product Description: Designed to help professionals speak confidently, avoid and resolve conflict, build stronger internal and external business relationships, and create a more effective work environment, Essential Managers: Doing Business will provide professionals with the strategies to build confidence, understand customers, and reach their goals...read more

Recognized experts present a lesson in dealing with the difficult and essential task of negotiation in everyday life, from the personal to the professional, with information on the top ten skills needed to negotiate anything, from a new car to a new salary.