Negotiation Excellence

Author: Michael Benoliel
Publisher: World Scientific
ISBN: 9789814343169
Release Date: 2011
Genre: Business & Economics

Nearly 300 years ago, Francois de Callieres, a French diplomat, famously observed that the fate of the greatest states depends on the quality of their negotiators. His observation appears to have stood the test of time, as the fate of modern organizations in today's increasingly competitive global economy still depends largely on the skill and conduct of its negotiators. To illustrate the critical role of skilled negotiators, one has to look no further than at the dismal record of recent high-profile mergers and acquisitions. In numerous deals, deal makers have wiped out significant value off their market capitalization through failures in the deal making process. In contrast, successful serial deal makers have long recognized the value of negotiation and invested in building individual and institutional negotiation capabilities. Negotiation Excellence: Successful Deal Making was written by the 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 the 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; 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 negotiation with the Hong Kong government; and Komatsu, a Japanese firm, negotiation with Dresser, an American firm.

International Business Negotiation

Author: Barry Maude
Publisher: Palgrave Macmillan
ISBN: 9781137270528
Release Date: 2014-09-01
Genre: Business & Economics

International Business Negotiation: Principles and Practice is an essential guide to the subject. Blending theory and practice, it translates relevant theories and research into practical and realistic guidelines for improving negotiation practice and achieving good outcomes in a wide range of international and cross-cultural contexts. Filled with examples and cases drawn from real life negotiations and drawing on the author's experience of negotiating and implementing consultancy assignments in countries around the world, this is a highly readable and practical guide that will equip students with the knowledge and skills needed for effective participation in international business negotiation. Key benefits • Translates negotiation theory and research into practical guidelines for negotiators • Covers all the main kinds of international business negotiation • Key points are illustrated with numerous examples and cases drawn from real-life negotiations. • Each chapter includes questions for discussion and written assignments

Negotiations in the Indigenous World

Author: Ciaran O'Faircheallaigh
Publisher: Routledge
ISBN: 9781317511540
Release Date: 2015-09-30
Genre: Political Science

Negotiated agreements play a critical role in setting the conditions under which resource development occurs on Indigenous land. Our understanding of what determines the outcomes of negotiations between Indigenous peoples and commercial interests is very limited. With over two decades experience with Indigenous organisations and communities, Ciaran O'Faircheallaigh's book offers the first systematic analysis of agreement outcomes and the factors that shape them, based on evaluative criteria developed especially for this study; on an analysis of 45 negotiations between Aboriginal peoples and mining companies across all of Australia's major resource-producing regions; and on detailed case studies of four negotiations in Australia and Canada.

Strategic Negotiation in Business and Management

Author: Markus Baum
Publisher: GRIN Verlag
ISBN: 9783656190844
Release Date: 2012-05-15
Genre: Business & Economics

Scientific Essay from the year 2011 in the subject Business economics - Business Management, Corporate Governance, The University of Surrey (School of Management ), language: English, abstract: Examination and evaluation of a business negotiation and a negotiation in a private environment (case study) This assignment evaluates two negotiation cases. Please note the cases are theoretical nature, any resemblance to living persons and real actions are purely coincidental. The first case takes place in a private environment, the second in a business environment. The evaluation of each case is based on the four phases of negotiation and describes the preparation for, strategy during and process of the negotiation. The basic theory of negotiation to which the individual cases refer is described. Detailed aspects of the theories and approaches are given in the cases as appropriate.Do’s and don’ts of behaviour in cross-border negotiations will be also discussed. ABOUT THE AUTHOR Markus Baum is Group Finance Director at a management consulting firm with focus on business strategy, supply chain management (SCM), manufacturing & logistics, sourcing & purchasing, marketing & sales, financial management and information technology (IT-strategy). The company has subsidiaries in Germany, Switzerland, Belgian, France, United Kingdom and Russia. Markus Baum earned a MBA with distinction from the University of Surrey (UK), is an international certified accountant, has and graduation in accounting & controlling and an apprenticeship as tax adviser assistant. Markus Baum is a member of the International Controlling Association.


Author: Roy J. Lewicki
Publisher: McGraw-Hill
ISBN: 0071263640
Release Date: 2010
Genre: Negotiation

Negotiation is a critical skill needed for effective management. Negotiation 6/e explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is relevant to a broad spectrum of management students, not only human resource management or industrial relations candidates.

Managing E commerce and Mobile Computing Technologies

Author: Julie R. Mariga
Publisher: IGI Global
ISBN: 1931777462
Release Date: 2003-01-01
Genre: Computers

"Examining the challenges and limitations involved in implementing and using e-commerce technologies, this guide describes how these technologies have been very instrumental to many organizations around the globe. Discussed is how, through the use of electronic commerce, organizations of all sizes and types are able to conduct business without worrying about the territorial market limitations of the past. Additionally, how mobile commerce technologies are further enabling such organizations to communicate more effectively is reviewed. Also covered are the potential for a B2B marketplace, deploying Java mobile agents, and e-business experiences with online auctions."

The Technology Management Handbook

Author: Richard C. Dorf
Publisher: CRC Press
ISBN: 0849385776
Release Date: 1998-07-27
Genre: Technology & Engineering

If you are not already in a management position, chances are you soon will be. According to the Bureau of Statistics, the fastest growing areas of employment for engineers are in engineering/science management. With over 200 contributing authors, The Technology Management Handbook informs and assists the more than 1.5 million engineering managers in the practice of technical management. Written from the technical manager's perspective and written for technologists who are managers, The Technology Management Handbook presents in-depth information on the science and practice of management. Its comprehensive coverage encompasses the field of technology management, offering information on: Entrepreneurship Innovations Economics Marketing Product Development Manufacturing Finance Accounting Project Management Human Resources International Business

Beyond the Walls of Conflict

Author: David Solomon Weiss
Publisher: Chicago : Irwin Professional Pub.
ISBN: UOM:35128001844107
Release Date: 1996-01-01
Genre: Business & Economics

This roadmap helps negotiators on both sides apply the principles of alternate dispute resolution to the process of collective bargaining and offers a truly breakthrough method of solving problems between unions and management. Includes a list of key success factors that are essential to creating labor/management peace, an exploration of the sensitive topic of trust and mistrust, and a new vision for union/management relations that focuses on continous negotiation and ongoing dialogue. 4/96.

Business Aspects of Optometry

Author: APME
Publisher: Elsevier Health Sciences
ISBN: 9781455728251
Release Date: 2004-02-19
Genre: Medical

Count on this complete guide to setting up and managing an optometric practice! Business Aspects of Optometry covers everything related to the business side of a practice — such as selecting a location and staff, equipping the office, office administration and personnel management, marketing, options for a specialty practice, controlling costs, billing and reimbursement, risk management, and financial planning. To succeed in practice, this is the one resource you need! Unique! Expert authors are practice management educators who teach the course in optometry schools. A logical organization makes it easy to find practical information on managing your own practice or purchasing your own practice. Coverage of different types of ownership includes self-employment, individual proprietorships, partnerships, and corporations. Coverage of cost control issues compares the selection and use of an optical laboratory versus an in-house finishing lab. Risk management and insurance coverage provides an overview of personal, life, liability, and disability insurance. Coverage of financial planning and tax reporting discusses topics including IRAs, retirement plans, estate planning, and personal and business tax issues. Bulleted lists, tables, figures, and boxes help you locate valuable information quickly. Checklists provide a logical progression in completing tasks. NEW chapters expand the book’s scope of coverage, and include these topics: Personal and professional goal setting Resumes and interviews Debt management Principles of practice transfer Ethics Quality assurance Specialty practice Vision rehabilitation Coding and billing Financial decision making Exit strategies

Field Guide to Project Management

Author: David I. Cleland
Publisher: Wiley
ISBN: 0471462128
Release Date: 2004-07-29
Genre: Business & Economics

One of the best-known authorities on project management, David Cleland developed this new edition for professionals who need a dependable, on-the-job resource to answer questions and solve problems as they arise. Field Guide to Project Management is unmatched in its wealth of reliable information on project management systems and its concise and accessible format, also making it the perfect volume to read cover to cover for a unique, up-to-date survey of the field. Every aspect of project management is addressed with practical explanations and advice by a who’s-who roster of expert authors who cover planning techniques, concepts, paradigms, processes, tools, and techniques.

Essentials of Negotiation

Author: Roy J. Lewicki
Publisher: McGraw-Hill Education
ISBN: 0071267735
Release Date: 2011
Genre: Business & Economics

Essentials of Negotiation, 5e is a condensed version of the main text, Negotiation, Sixth Edition. It explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the 20 chapters from the main text have been included in this edition, several chapters having been condensed for this volume. Those condensed chapters have shifted from a more research-oriented focus to a more fundamental focus on issues such as critical negotiation subprocesses, multiparty negotiations, and the influence of international and cross-cultural differences on the negotiation process.

Getting it Done

Author: Bertram Irwin Spector
Publisher: US Institute of Peace Press
ISBN: 1929223420
Release Date: 2003
Genre: Law

From NAFTA to NATO, from the WTO to the WHO, a vast array of international regimes manages an astounding number of regional and global problems. Yet the dynamics of these enormously influential bodies are barely understood. Scholars have scrutinized international regimes, but that scrutiny has been narrowly focused on questions of regime formation and regime compliance. Remarkably little attention has been paid to the crucial question of how regimes sustain themselves and evolve.This pioneering work sets about correcting that neglect. As its title suggests, "Getting It Done" explores how international regimes accomplish their goals goals that constantly shift as problems change and the power of member-states shifts. In a series of conceptually bold opening chapters, the volume editors emphasize that successful evolution depends above all on a process of continuous negotiation domestic as well as international in which norms, principles, and rules are modified as circumstances and interests change.The second part of the volume takes this framework and applies it to four case studies, two regional, two global. Each case study presents the aims, achievements, and structure of a regime and demonstrates how it adjusts its course through negotiation. A final chapter draws both theoretical and practical lessons for the future."