Negotiate, Persuade and Create Great Deals - Couverture rigide

Benoliel Ph.D., Michael; Mukherjee, Geetanjali; Yong, Jose Jin Chuan

Couverture rigide

ISBN 10 : 9811225419 ISBN 13 : 9789811225413

Editeur : World Scientific Publishing Co Pte Ltd, 2020

Synopsis

Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.

Negotiate, Persuade and Create Great Deals brings together cutting-edge research on negotiation from neuroscience, evolutionary theory and behavioral psychology along with interviews and insights with 25 master negotiators in business, politics, sports and diplomacy. We provide tools and techniques that can help executives and business professionals improve their ability to negotiate deals, while also laying out a framework that can support companies that wish to improve their organizational negotiation capabilities. Blending theory and practice, with plenty of examples of successful and failed negotiations in business and politics, this practical guide is an invaluable tool to prepare you for your next negotiation.

A propos du livre

À propos de l?auteur

<p>Michael Benoliel is the author and editor of several books, book chapters, and articles on negotiation and influence. He received his doctorate degree from George Washington University in Washington, DC, and was trained in Negotiation and Leadership in the Program on Negotiation, Harvard Law School, and in the Participant Centered Model at the Harvard Business School. As an international trainer, he has delivered executive development workshops on negotiation and influence to Hewlett-Packard (in Sydney, Tokyo, Singapore, and Kuala Lumpur), Mitsubishi, Fuji-Xerox, British Petroleum, Shell Oil, Turkish Airlines, Caterpillar, Advanced Micro Devices, Pfizer Pharmaceutical, Henkel AG (in South Korea), Zuellig Pharma, Mega Lifesciences (in Thailand), BATA Shoes, Prudential, Keppel; Ernst Young, The Adani Group, ZS Associates, Project Management Institute (in New-York, Pittsburgh, Hong Kong, and Singapore), Accor; Singapore Stock Exchange, Mekong Capital ,(Vietnam); Indian Railways, and Indian Oil. After teaching at the Johns Hopkins University and University of Maryland University College, he joined the business school at the Singapore Management University (SMU) from 2007 to 2017. Among his many teaching awards are: Most Outstanding Faculty Award, Executive Master of Business Administration (EMBA) Class of 2015; Mind Opener, MBA Class of 2015; Appreciation in Years to Come Award for making a difference in students' professional lives in 5 years' time, MBA Class of 2014; Outstanding Faculty Award, EMBA Class of 2013; the Most Outstanding Faculty Award, EMBA Class of 2012; Innovative Teacher Award 2010; and Dean's Teaching Honor List in 2009, 2010, and 2014. Some of Professor Benoliel's media interviews include: <em>ABC News</em>; <em>Bloomberg Television</em>; <em>Reuters</em>; <em>The Straits Times</em>; <em>The Washington Diplomat</em>; and <em>The Wall Street Radio</em>. Currently he is affiliated with Duke CE, North Carolina; Executive Education at the Singapore Management University; and the Center for Executive Education at the Indian School of Business. Professor Benoliel lives in Potomac, Maryland, USA and manages the Center for Negotiation.</p> <p> </p> <p>Geetanjali Mukherjee grew up in India, spending her early years in Kolkata, and then attending high school in New Delhi. She went on to read law as an undergraduate at the University of Warwick, United Kingdom, where she specialised in international law. Subsequently, Geetanjali earned a Masters' in Public Administration from Cornell University, United States. She is a recipient of the Everett Public Service Fellowship and a member of Pi Alpha Alpha, the Global Honor Society for Public Affairs and Administration. Geetanjali currently works as a risk consultant for Fortune 500 clients in Asia Pacific. She is the author of nine non-fiction books and currently lives in Singapore.</p> <p> </p> <p>Dr Jose Yong is a social psychologist who studies the evolved motives that underlie human psychology and behavior. His research draws from the insight that nothing in biology makes sense except in light of evolution — likewise, a better understanding of the human mind can be achieved by uncovering what it was designed, through evolutionarily selective forces, to do. His work has been published in internationally renowned outlets, including <em>Journal of Personality</em> and <em>Social Psychology</em>, <em>Psychological Science</em>, and <em>Personality and Individual Differences</em>.</p>

Détails de l'édition

• Éditeur: World Scientific Publishing Co Pte Ltd
• Date d'édition: 2020
• Langue: anglais
• ISBN 10: 9811225419
• ISBN 13: 9789811225413
• Reliure: Relié
• Nombre de pages: 224
• Coordonnées du fabricant: non disponible
• Personne responsable: gpsr@libri.de; gpsr@libri.de; ; Friedensallee 273; Hamburg; 22763; Allemagne