Negotiation Excellence Successful Deal Making 2nd Edition

Negotiation Excellence  Successful Deal Making  2nd Edition

The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; ...

Author: Benoliel Michael

Publisher: World Scientific

ISBN: 9789814556965

Category: Business & Economics

Page: 536

View: 485

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book 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.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Categories: Business & Economics

Negotiation Excellence

Negotiation Excellence

The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; ...

Author: Michael Benoliel

Publisher:

ISBN: 9814556955

Category: BUSINESS & ECONOMICS

Page:

View: 445

Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas. In addition to emphasizing the link between theory and practice, the book 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. Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Categories: BUSINESS & ECONOMICS

Building Excellence in Commercial Negotiation

Building Excellence in Commercial Negotiation

Written around a case study in an engaging style, this book sets out, for example, that "all prices are fictitious"; "win-win is not always right"; and "nothing is agreed until everything is agreed".

Author: Stephen Mallaband

Publisher:

ISBN: 1781488800

Category: Business & Economics

Page: 196

View: 943

Building Excellence in Commercial Negotiation Highly effective negotiation skills are essential in today's business world, but negotiation can be one of the most difficult things to master. Designed to meet the needs of both buyers and sellers, Building Excellence in Commercial Negotiation provides a step-by-step guide to the whole field of commercial negotiation - from bid to contract and beyond. Written around a case study in an engaging style, this book sets out, for example, that "all prices are fictitious"; "win-win is not always right"; and "nothing is agreed until everything is agreed." Anyone who puts into practice what they learn from this book will be able to go out and negotiate much better deals, adding real value to their organisation. Building Excellence in Commercial Negotiation is part of the Counterpoint Courses Building Excellence Series, which offers a concise summary of current best practice in the fields of procurement, communication and commercial negotiation.
Categories: Business & Economics

Excellence in Public Relations and Communication Management

Excellence in Public Relations and Communication Management

To begin that process, we review theories of dispute resolution, negotiation, mediation, and conflict management in this final section because of the ...

Author: James E. Grunig

Publisher: Routledge

ISBN: 9781136691751

Category: Business & Economics

Page: 680

View: 367

This book is the initial volume coming out of the "excellence project"--a comprehensive research effort commissioned by the IABC (International Association of Business Communicators) Research Foundation. The purpose of this project was to answer two fundamental questions about public relations: What are the characteristics of an excellent communication department? How does excellent public relations make an organization more effective, and how much is that contribution worth economically? The research team began its work with a thorough review of the literature in public relations and related disciplines relevant to these questions. What started as a literature review, however, has ended in a general theory of public relations, one that integrates most of the wide range of ideas about, and practices of, communication management in organizations.
Categories: Business & Economics

Negotiating Against the Odds

Negotiating Against the Odds

The negotiating team fromone small developingcountry, witha reputation for excellence in negotiations, performs roleplays prior to negotiations, ...

Author: Commonwealth Secretariat

Publisher: Springer

ISBN: 9781137320247

Category: Social Science

Page: 172

View: 272

Drawing on the experiences of more than 100 developing country negotiators and the insights of leading academic studies, this guide brings together practical advice and lessons on ways to negotiate effectively with larger parties, and avoid common pitfalls.
Categories: Social Science

Innovative Management Perspectives on Confronting Contemporary Challenges

Innovative Management Perspectives on Confronting Contemporary Challenges

“The Role of Negotiation in Building IntraTeam and Inter-Team Cooperation”. In M. Benoliel (ed.) Negotiation Excellence: Successful Deal Making, Tuck Link, ...

Author: Demetris Vrontis

Publisher: Cambridge Scholars Publishing

ISBN: 9781443884341

Category: BUSINESS & ECONOMICS

Page: 310

View: 237

In view of the prolonged financial meltdown and the resulting clash of socio-economic interests, both between nations and within societies, unforeseen challenges have to be met by contemporary managers. The current organizational, financial, political and social situation calls for innovative, out-of-the-box solutions, while also presenting a unique "opportunity" for management scholars, practitioners and policy makers to work out and bring forward creative and imaginative, as well as realistic, responses to problems. Appealing to scholars, students, researchers and practitioners, and covering a wide spectrum of organizational types and institutions, this book provides scientific evidence, direction and insight on issues associated with confronting challenges related to the contemporary socio-economic scenario. In this respect, the presents conceptual and empirical research, putting forward a wide range of paradigms and ideas transcending conventional theory, on finding innovative solutions to contemporary business and managerial challenges. It brings forward contemporary theoretical underpinning across an array of sectors and organizational structures, while also presenting their practical implementations -- Book jacket.
Categories: BUSINESS & ECONOMICS

United States Congressional serial set

United States Congressional serial set

Progress of negotiations ; excellence of American Army ; poverty of the people ; claims to pecuniary aid , Nov. 22 , 1782 . From Commissioners .

Author:

Publisher:

ISBN: UCAL:$B656029

Category:

Page:

View: 258

Categories:

Private Diary of Travels Personal Services and Public Events

Private Diary of Travels  Personal Services  and Public Events

I estimate the whole thus :Buonaparte Macdonald Austro - French Nov. 1812 . 231 EXCELLENCE OF BRITISH DRILL . Attempt at Negotiation Excellence of British ...

Author: Sir Robert Wilson

Publisher:

ISBN: HARVARD:HW9UFH

Category: France

Page:

View: 655

Categories: France

Project Management Best Practices Achieving Global Excellence

Project Management Best Practices  Achieving Global Excellence

1. contract negotiation delays the start of the project and thus the time to first benefit for the customer and vendor(s), but especially for the most ...

Author: Harold Kerzner

Publisher: John Wiley & Sons

ISBN: 9781119470779

Category: Technology & Engineering

Page: 784

View: 688

The comprehensive guide to project management implementation, updated with the latest in the field Project management has spread beyond the IT world to become a critical part of business in every sphere; built on efficiency, analysis, and codified practice, professional project management leads to the sort of reproducible results and reliable processes that make a business successful. Project Management Best Practices provides implementation guidance for every phase of a project, based on the real-world methodologies from leading companies around the globe. Updated to align with the industry’s latest best practices, this new Fourth Edition includes new discussion on Agile and Scrum, tradeoffs and constraints, Portfolio PMO tools, and much more. Get up-to-date information on the latest best practices that add value at every level of an organization Gain insight from more than 50 project managers at world-class organizations including Airbus, Heineken, RTA, IBM, Hewlett-Packard, Sony, Cisco, Nokia, and more Delve deeper into implementation guidance for Agile, Scrum, and Six Sigma Explore more efficient methodologies, training, measurement, and metrics that boost organization-wide performance Adopt new approaches to culture and behavioral excellence, including conflict resolution, situational leadership, proactive management, staffing, and more Ideal for both college and corporate training, this book is accompanied by an Instructor’s Manual and PowerPoint lecture slides that bring project management concepts right into the classroom. As the field continues to grow and evolve, it becomes increasingly important to stay current with new and established practices; this book provides comprehensive guidance on every aspect of project management, with invaluable real-world insight from leaders in the field.
Categories: Technology & Engineering

Machine Learning for Decision Makers

Machine Learning for Decision Makers

... INDIVIDUAL D • • • COMMITMENT FO FAITHFULNESSFRIENDLINESS AND • POSITIVE ATTITUDE •GENEROSITY S ORGANIZATIONAL CI • NEGOTIATION EXCELLENCE SKILLS M A N ...

Author: Patanjali Kashyap

Publisher: Apress

ISBN: 9781484229880

Category: Computers

Page: 355

View: 622

Take a deep dive into the concepts of machine learning as they apply to contemporary business and management. You will learn how machine learning techniques are used to solve fundamental and complex problems in society and industry. Machine Learning for Decision Makers serves as an excellent resource for establishing the relationship of machine learning with IoT, big data, and cognitive and cloud computing to give you an overview of how these modern areas of computing relate to each other. This book introduces a collection of the most important concepts of machine learning and sets them in context with other vital technologies that decision makers need to know about. These concepts span the process from envisioning the problem to applying machine-learning techniques to your particular situation. This discussion also provides an insight to help deploy the results to improve decision-making. The book uses case studies and jargon busting to help you grasp the theory of machine learning quickly. You'll soon gain the big picture of machine learning and how it fits with other cutting-edge IT services. This knowledge will give you confidence in your decisions for the future of your business. What You Will Learn Discover the machine learning, big data, and cloud and cognitive computing technology stack Gain insights into machine learning concepts and practices Understand business and enterprise decision-making using machine learning Absorb machine-learning best practices Who This Book Is For Managers tasked with making key decisions who want to learn how and when machine learning and related technologies can help them.
Categories: Computers

Global Negotiation

Global Negotiation

and American negotiation styles in 1980 supported by a grant from Toyota Motor ... its ENERGY STAR Sustained Excellence 2006 Award to the Fremont plant.

Author: William Hernández Requejo

Publisher: St. Martin's Press

ISBN: 9781466886414

Category: Business & Economics

Page: 272

View: 575

Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
Categories: Business & Economics

Negotiation Analysis

Negotiation Analysis

Baseball salary negotiations. ... except that recognized annual Player awards for playing excellence shall not be excluded; (c) offers made by either Player ...

Author: Howard Raiffa

Publisher: Harvard University Press

ISBN: 9780674255692

Category: Business & Economics

Page: 576

View: 458

This masterly book substantially extends Howard Raiffa’s earlier classic, The Art and Science of Negotiation. It does so by incorporating three additional supporting strands of inquiry: individual decision analysis, judgmental decision making, and game theory. Each strand is introduced and used in analyzing negotiations. The book starts by considering how analytically minded parties can generate joint gains and distribute them equitably by negotiating with full, open, truthful exchanges. The book then examines models that disengage step by step from that ideal. It also shows how a neutral outsider (intervenor) can help all negotiators by providing joint, neutral analysis of their problem. Although analytical in its approach—building from simple hypothetical examples—the book can be understood by those with only a high school background in mathematics. It therefore will have a broad relevance for both the theory and practice of negotiation analysis as it is applied to disputes that range from those between family members, business partners, and business competitors to those involving labor and management, environmentalists and developers, and nations.
Categories: Business & Economics

Effective Negotiation

Effective Negotiation

... learning and research at the highest international levels of excellence. ... Contents Preface viii Acknowledgements ix 1 Why isn't negotiation.

Author: Ray Fells

Publisher: Cambridge University Press

ISBN: 9781107578647

Category: Business & Economics

Page: 275

View: 513

Effective Negotiation, 3rd edition is an essential resource for students and professionals in the fields of business and management, law, human resource management and employment relations. This third edition has been thoroughly updated with the latest research and new practical examples.
Categories: Business & Economics

Building Coalitions for Urban Excellence

Building Coalitions for Urban Excellence

1995 Rudy Bruner Award for Excellence in the Urban Environment Jay Farbstein, ... The prehistory to the negotiation involved WCEC's attempt to get ...

Author: Jay Farbstein

Publisher:

ISBN: 9781890286002

Category: City planning

Page: 133

View: 751

The Rudy Bruner Award for Urban Excellence (RBA) is a national award for urban places that promotes innovative thinking about the built environment. Established in 1987, the award celebrates urban places distinguished by quality design-design that considers form in conjunction with social, economic, and environmental issues.
Categories: City planning

Validated Management Practices

Validated Management Practices

Practice NEGOTIATING Allofus are in negotiation almost constantly in our ... Always pursue EXCELLECE Excellence is about going a little beyond what we ...

Author: Dr. Raghu Korrapati

Publisher: Diamond Pocket Books Pvt Ltd

ISBN: 9788128828805

Category: Business & Economics

Page: 504

View: 687

Validated Management Practices will walk you through the 108 required knowledge and skill areas so that you can develop to balance the 3 critical aspects of management- employees, customers and financials, well. While some of the chapters in this book are oriented towards managers working in an Information Technology industry, it will be useful for managers in any industry with practical advice and tips on how to become an effective manager. In addition, the appendices contain extract of mandatory skills for all professionals from my previous book - '108 Pearls of Wisdom' and 'Dr Raghu's Top Ten' — my guiding principles.
Categories: Business & Economics

Training Directory for Business and Industry

Training Directory for Business and Industry

NEGOTIATION DYNAMICS 159 Riverside Dr. Basking Ridge , NJ 07920 Phone : ( 201 ) ... of negotiating excellence , both internally and with outside agencies .

Author:

Publisher:

ISBN: PSU:000015478986

Category: Career development

Page:

View: 867

Categories: Career development

The Search for Digital Excellence

The Search for Digital Excellence

This fact and the complexity of the negotiation process makes automation through IT somewhat difficult . IT support for negotiation involves the use of ...

Author: James P. Ware

Publisher: McGraw-Hill

ISBN: 0070270570

Category: Business & Economics

Page: 432

View: 961

The World Wide Web and Internet are the driving forces in a global revolution that is radically altering the way we do business. To survive and prosper, your organization must learn how to take full advantage of the technologies and business opportunities at the heart of the new digital economy.
Categories: Business & Economics

Training and Development Organizations Directory

Training and Development Organizations Directory

Negotiation Excellence ( three days , $ 550 ) same as above ... designed for persons spending a significant amount of time in face - toface negotiations .

Author: Paul Wasserman

Publisher: Detroit, Mich. : Gale Research Company

ISBN: UOM:35128000855641

Category: Executives

Page: 1198

View: 686

Categories: Executives