The elderly population in China has grown since 1999. Many Chinese businesses have noticed this trend and began to focus on the Gray Market. The behavior of older Chinese consumers has significantly changed. Descriptions of their behavior in previous research need to be updated. This paper uses...

The ability to influence behaviour is central to many of the key policy challenges in areas such as health, finance and climate change. The usual route to behaviour change in economics and psychology has been to attempt to ‘change minds’ by influencing the way people think through...

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...

The following sections are included:The Role of Gender in NegotiationSummary

The following sections are included:The ProblemDiagnosisA Strategy to Build CooperationTactics: Applying the Core Concerns FrameworkPreliminary EvaluationSummary

Negotiations take place in a wide array of forms, whether to resolve a dispute, get a better deal, or find new solutions that neither party could realize on their own. The first, and often the most important step toward successful negotiation is planning and preparation. According to Thompson...

When thinking about the two terms “creativity” and “negotiation,” common sense seems to say that those two do not go together well. However, as we will argue below, common sense is not a good counselor in this case. In this chapter, we illustrate that creativity plays a key role in...