Negotiation excellence

Written by negotiation scholars from highly regarded universities in the United States and Asia, this book sets out the theory and proven practices behind effective bargaining. It walks readers through the full negotiation process, starting with thorough preparation and planning, then moving to building rapport and trust with the other side. Later chapters explore how to find creative options that create shared value and produce win-win outcomes, how to work with negotiators from other cultures, and how to handle ethical dilemmas at the table.

The authors tie each idea to real-world practice through case studies of major deals. These include the Renault-Nissan alliance, the merger of Arcelor and Mittal Steel, Kraft Foods' takeover of Cadbury PLC, Walt Disney Company's talks with the Hong Kong government, and the negotiation between Japan's Komatsu and America's Dresser.