Download or read book Negotiation Excellence Successful Deal Making 2nd Edition written by Benoliel Michael and published by World Scientific. This book was released on 2014-09-16 with total page 536 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Negotiation Excellence Successful Deal Making 2nd Edition written by Michael Benoliel and published by . This book was released on 2013 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Negotiation Excellence written by Michael Benoliel and published by . This book was released on 2014 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Dealmaking The New Strategy of Negotiauctions Second Edition written by Guhan Subramanian and published by W. W. Norton & Company. This book was released on 2020-08-04 with total page 280 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on broad research and detailed case studies, Dealmaking provides the jargon-free, empirically sound advice you need to close the deal. Leading dealmaking scholar Guhan Subramanian specializes in understanding how deals work. As a Harvard Business School professor, he has spent years examining and teaching corporate dealmaking through two classic lenses: negotiation theory and auction theory. As he looked at real-world situations, however, he discovered that complex deals usually combine both approaches: negotiators are "fighting on two fronts"—across the table and on the same side—with known, unknown, or potential competitors. In Dealmaking, Subramanian provides classroom-tested examples of "negotiauctions" as diverse as buying a house, haggling over the rights to the television show Frasier, or selling "toxic" assets into the U.S. government’s bailout fund. With each scenario, he identifies the specific moves that ensure success. The first book to bring together auction and negotiation strategies in a meaningful way, Dealmaking is an indispensable guide to negotiating deals in the twenty-first century.

Download or read book Creative Solutions to Global Business Negotiations Second Edition written by Claude Cellich and published by Business Expert Press. This book was released on 2016-08-10 with total page 299 pages. Available in PDF, EPUB and Kindle. Book excerpt: Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives like you need skills to negotiate with counterparts who have different backgrounds and experiences. This book gives you and other international executives the savvy you need to negotiate with finesse and ease. It offers valuable insights into the fine points of negotiating and guidelines on delicate issues that can influence a promising deal. The book is divided into five parts: Global business negotiations framework; the role of culture in negotiations and on choosing an appropriate negotiation style; the negotiation process; negotiation tools, such as communication skills and the role of power in negotiations; and miscellaneous topics such as negotiating on the Internet, gender issue in global negotiations, how small firms can effectively negotiate with large firms, negotiating intangibles, managing negotiating teams, developing an organizational negotiation capability and negotiating via interpreters. Clear and comprehensive, the authors outline the hallmarks of strengthening and maintaining a strong bargaining position for negotiating deals even under adverse conditions.

Download or read book Contemporary Trends in Innovative Marketing Strategies written by Barbosa, Belem and published by IGI Global. This book was released on 2024-02-19 with total page 413 pages. Available in PDF, EPUB and Kindle. Book excerpt: In global commerce, marked by the relentless advance of digital technology, businesses find themselves constantly challenged to devise innovative and disruptive marketing strategies. Adapting to these changes is no longer a choice but a necessity. To thrive, companies must remain vigilant, updating their resources and adopting emerging trends with unwavering agility. Contemporary Trends in Innovative Marketing Strategies explores the demands and dynamics of modern marketing. This book is tailored to meet the needs of students, educators, and managers seeking a profound understanding of today's marketing trends. Firstly, the book delves deep into the current trends steering marketing innovation. It dissects the latest developments that are reshaping the marketing landscape, identifies pivotal trends, and elucidates their ramifications for businesses. Secondly, the book embarks on a journey to explore innovative marketing strategies engineered to confront contemporary business challenges and seize emerging opportunities. It unlocks novel approaches that adeptly cater to the market, providing insights into strategic frameworks, methodologies, and practices. Lastly, the book illustrates these concepts with real-world case studies, offering proof of innovative marketing's successful applications across diverse business sectors. These cases serve to inspire and demonstrate how innovative marketing strategies can be put into action, resulting in tangible outcomes. This book is designed for a diverse audience, including academics and students keen on exploring the latest trends in innovative marketing, educators searching for compelling case studies to enhance their teaching materials, and practitioners eager to bridge the gap between research and practical application in innovative marketing.

Download or read book Managerial Communication written by Jennifer R. Veltsos and published by SAGE Publications, Incorporated. This book was released on 2021-01-05 with total page 473 pages. Available in PDF, EPUB and Kindle. Book excerpt: The market-leading Managerial Communication: Strategies and Applications equips students with the communication strategies and skills that managers need in today’s workplace. Authors Jennifer R. Veltsos and Geraldine E. Hynes provide a holistic overview of communication supported with a solid research base, and a focus on competencies that lead to managerial and organizational success. The Eighth Edition features new and expanded coverage of timely topics, including remote working, virtual presentations, cultural sensitivity, and crisis communication.

Download or read book Integrating Business Management Processes written by Titus De Silva and published by CRC Press. This book was released on 2020-08-18 with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: Integrating Business Management Processes: Volume 2: Support and Assurance Processes (978-0-367-48548-1) Shelving Guide: Business & Management The backbone of any organisation is its management system. It must reflect the needs of the organisation and the requirements of its customers. Compliance with legal requirements and ethical environmental practices contributes towards the sustainability of the management system. Whatever the state of maturity of the management, this book, one of three, provides useful guidance to design, implement, maintain and improve its effectiveness. This volume provides a comprehensive coverage of the key support and assurance processes. Topics include document control, communication, marketing, information systems and technology, human resource management, training and development, customer relations management, financial management and measurement and analysis to name a few. This book, with its series of examples and procedures, shows how organisations can benefit from satisfying customer requirement and the requirements of ISO standards to gain entry into lucrative markets. Titus De Silva is a consultant in management skills development, pharmacy practice, quality management and food safety and an advisor to the newly established National Medicines Regulatory Authority (NMRA) in Sri Lanka.

Download or read book The Palgrave Handbook of Cross Cultural Business Negotiation written by Mohammad Ayub Khan and published by Springer. This book was released on 2018-12-13 with total page 577 pages. Available in PDF, EPUB and Kindle. Book excerpt: Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation. This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.

Download or read book Managerial Communication written by Geraldine E. Hynes and published by SAGE Publications. This book was released on 2018-01-20 with total page 489 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Practical, Strategic Approach to Managerial Communication Managerial Communication: Strategies and Applications focuses on communication skills and strategies that managers need to be successful in today’s workplace. Known for its holistic overview of communication, solid research base, and focus on managerial competencies, this text continues to be the market leader in the field. In the Seventh Edition, author Geraldine E. Hynes and new co-author Jennifer R. Veltsos preserve the book’s strategic perspective and include new updates to reflect the modern workplace. The new edition adds a chapter on visual communication that explains how to design documents, memorable presentations, and impactful graphics. New coverage of virtual teams, virtual presentations, and online communication help students avoid common pitfalls when using technology. "This is probably the best book on Managerial Communication in the market." –Astrid Sheil, California State University San Bernardino

Download or read book Negotiating Genuinely written by Shirli Kopelman and published by Stanford University Press. This book was released on 2014-04-16 with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the delicate art of balancing competition and cooperation: “A powerful guide that will help you redo something you do every day.” —Karl E. Weick, coauthor of Managing the Unexpected We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But what if you could just be you in business? Taking a positive approach, this concise book distills years of research, teaching, and coaching into an integrated framework for negotiating genuinely. One of the most fundamental and challenging battlegrounds in our work lives, negotiation calls on us to both compete and cooperate to do our jobs well and achieve extraordinary results. But, the biggest challenge in a negotiation is to be strategic while also being real. Shirli Kopelman, executive director of the International Association for Conflict Management, argues that this duality is both possible and powerful. In Negotiating Genuinely, she teaches how to reconcile the disparate hats you wear in everyday life—with families, friends, and colleagues—bringing one “integral hat” to the negotiation table. Kopelman develops and shares techniques that illuminate this approach—and exercises along the way help you negotiate more naturally, positively, and successfully.

Download or read book ICICKM 2018 15th International Conference on Intellectual Capital Knowledge Management Organisational Learning written by Prof. Shaun Pather and published by Academic Conferences and publishing limited. This book was released on 2018-11-29 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Re thinking Diversity written by Cordula Braedel-Kühner and published by Springer. This book was released on 2015-12-01 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume entails a collection of new ideas, themes and questions towards a phenomenon which we are used to refer to with the key term “diversity”. The aim of the book is to offer a cultural sciences perspective on “diversity”, to advance knowledge about it and enrich the dialogue between academics and practitioners in related domains of action. Today, changes in the demographic structures of the population, the migration flux, multiculturalism, the rising awareness concerning minorities’ rights, gender studies and so on lead to a complex picture of what “diversity” means. The narrative of a society and of most organizations is constituted by multiple layers of social categorization, segregation and identity. Therefore, “diversity” defies simple definition. The contributions in this volume approach the phenomenon from different angles and reveal new theoretical, methodological and practical perspectives on it.

Download or read book The Negotiation Book written by Steve Gates and published by John Wiley & Sons. This book was released on 2015-10-08 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Download or read book The Power of Nice written by Ronald M. Shapiro and published by John Wiley & Sons. This book was released on 2015-01-27 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to get what you want without burning bridges In this revised and updated edition of the renowned classic The Power of Nice, negotiations expert, sports agent, New York Times bestselling author, attorney, business leader and educator, Ron Shapiro, shares the key principles of effective negotiation through a combination of a time-tested process, anecdotes, and exercises. Drawing on his unparalleled experiences from the worlds of sports, law, business and politics, as well as dealing with life issues common to us all, Shapiro takes you through the steps of his systematic approach: The Three Ps, Prepare-Probe-Propose. Learn how to use the process to empower you in negotiations. Regardless of your level of experience or the extent of your confidence, you will get what you want while building stronger relationships for the future. This updated edition contains: Significant new material including an expanded view of its applicability to a broad array of business and life challenges a new streamlined version of the Preparation Checklist a more precise understanding of the concept of WIN-win forewords by Cal Ripken, Jr., and Ambassador Charlene Barshefsky, and an Epilogue highlighting negotiation lessons from the life of Nelson Mandela The book also provides a link to reinforcement of its lessons through the website of the Shapiro Negotiations Institute. Whether you are negotiating with, among others, a customer or client, a boss or government official, or even setting a teenager's curfew or getting a last seat on an airplane, this invaluable guide will help you read the other side and bring the power of human psychology and a time-tested process to the negotiating table. If you're tired of uneven "compromise" and the feeling of being manipulated, turn the tables for good with The Power of Nice, and learn strength from the master himself.

Download or read book The Negotiation Fieldbook Second Edition written by Grande Lum and published by McGraw Hill Professional. This book was released on 2010-10-15 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foreword by Roger Fisher, author of the bestselling Getting to Yes Diagnostic test to help readers determine their own-and their opponent's-negotiating style Lum was named Director of the Center for Negotiation and Dispute Resolution at the University of California Hastings College of Law, the largest law school negotiation center in the country

Download or read book The Power of Nice written by Ronald M. Shapiro and published by John Wiley & Sons. This book was released on 2013-04-12 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of the most successful dealmakers in the sports industry presents his unique negotiating strategies "Ron Shapiro's new book is insightful and entertaining. The lessons he learned and the methods he uses should be required reading for anyone whose business relies on the art of negotiation. Ron never forgets that treating people with respect and fairness is the key to success. Ron and Mark have been helping our company for many years-I guess we won't need them anymore-they put it all in their book." —Charles M. Cawley, Chief Executive Officer, MBNA America Bank, N.A. "In the field of negotiation Ron Shapiro has always been regarded as the quintessence of class and integrity. Predictably, he and Mark Jankowski have written a compelling book filled with anecdotes and insights. The Power of Nice is a fascinating and useful book that is a must read for anyone who wants to build long-term mutually profitable relationships." —Herb Cohen, Author, You Can Negotiate Anything "This book taught me everything I ever wanted to know about negotiation-and I use it everyday." —Kirby Puckett, Former All-Star Center Fielder and Executive Vice President, Minnesota Twins "Negotiation is not war. Negotiation is not a science. Negotiation is the commerce of information for ultimate gain." —from The Power of Nice Though not a science, negotiating is an art, and in this eye-opening new book, a true master shares his secrets and strategies for success. Ron Shapiro is a corporate lawyer, teacher, and, in what is almost a contradiction in terms, one of today's most respected sports agents. He has worked with baseball's biggest names: Cal Ripken, Jr., Kirby Puckett, Brooks Robinson, Dennis Martinez, Jim Palmer, Eddie Murray, and many others. Rising to-and remaining at-the top of a competitive pool filled with smooth-talking, "sleazeball" sharks, he has succeeded by being, of all things, a nice guy. Now, along with his business partner, lawyer, lecturer, and negotiations expert, Mark Jankowski, Shapiro reveals how anyone who sits down to make a deal can get what they want by exercising the surprising "power of nice." Together, Shapiro and Jankowski have shared their negotiation insights with Fortune 500 companies, entrepreneurs, universities, and government agencies. Though the name of the game in negotiating is to obtain desired results, how you get them is just as important. While many dealmakers play hardball by assuming a winner-take-all, scorched-earth attitude, they do so at the risk of alienating the party opposite them at the negotiating table, thereby losing out on future opportunities. This approach is, as Shapiro and Jankowski tell us, a major strike against effective negotiating, and can-and should-be avoided. By using a kinder, gentler approach that focuses on forming-and keeping-strong business connections, ultimate gain can still be yours: "You can be 'a nice guy' and still get what you're after. In fact, you often get better results, achieve more of your goals, and build longer-term relationships with even greater returns." Drawing on their vast experience in win-win negotiating, as well as such essentials as managing tough situations, handling difficult negotiators, and unlocking deadlocks, the authors take you, step-by-step, through a systematic approach that, when repeated and mastered, will maximize results. Based on "the three Ps," it consists of: preparing better than the other side; probing so you know what they want and why; and proposing, ideally without going first and revealing too much, but still achieving what you want. Supported by invaluable "portable" negotiation summaries-so you can take the "power of nice" with you-this is must reading for anyone who has to make a deal, whether it's negotiating with a customer, setting a curfew with a teenager, or getting the last seat on an over-sold airplane.