The context of negotiations in china -- China negotiation models -- China business negotiation processes -- China business negotiation cultures -- Negotiation team selection and preparations -- Selection of team for business negotiations in China -- Preparations for business negotiations in...

Introduction to the case book / Dr. Thorsten Reiter -- The acquisition of Whole Foods Inc. by Amazon / Charles-Armand Roger Sollberger Solari, Piotr Wojtaszewski and Sandra Frei -- Negotiation of the Iran nuclear deal / Irena Marina, Julien Petat and Adrian Budac -- The Air France strikes /...

"A successful business deal maximizes value for buyers and sellers alike. Drawing on diverse case studies and decades of experience, Michael Klausner and Guhan Subramanian show how contracting parties can reach that goal through rigorous attention to incentives, information asymmetries, exit...

Since most audit engagements identify multiple proposed audit adjustments, auditors must decide how best to present and negotiate these adjustments with their clients. Auditors may negotiate adjustments individually as they are uncovered (a sequential strategy) or they may aggregate identified...

This book is the first in the field to explore the use of music in negotiation, conflict resolution and leadership development. Presenting grounded empirical data, it examines how adopting an ensemble approach to negotiation and problem-solving might assist in shifting adversarial combative and...