Negotiation Excellence: Successful Deal Making
by Christian Zapata
1. 1. Planning and Preparation for Effective Negotiation
2. 4. Creativity in Negotiations
3. 5. Social Capital in Negotiation: Leveraging the Power of Relational Wealth
4. 7. Power and Influence in Negotiations
5. 9. Negotiation Strategy
6. 11. Judgment Bias and Decision Making in Negotiation
7. 13. Mindfully Managing Emotions and Resolving Paradoxes in the Context of Negotiations
8. 15. Understanding Negotiation Ethics
9. 17. Building Intercultural Trust at the Negotiating Table
10. 19. Negotiating the Renault-Nissan Alliance: Insights from Renault’s Experience
11. 21. The Emotional Underbelly of Collaboration: When Politics Collide with Need
12. 23. The Role of Communication Media in Negotiations
13. 2. Setting (and Choosing) the Table: The Influence of the Physical Environment in Negotiation
14. 6. Trust Building, Diagnosis, and Repair in the Context of Negotiation
15. 8. Power and Influence in Sales Negotiation
16. 10. Personality and Negotiation
17. 12. The Role of Gender in Negotiation
18. 14. Physiology in Negotiations
19. 16. Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework
20. 18. Indian Negotiation Style: A Cultural Perspective
21. 20. The Arcelor and Mittal Steel Merger Negotiations
22. 24. Negotiation via (the New) Email