You have been getting erratic performance from your mobile handset the last few days and you decide to bring it back to the mobile service provider for repairs. At the customer service counter, the service representative examined the equipment and informed you that you have violated the warranty...

While a great deal has been written about negotiation styles in Japan (Graham, 1984; March, 1988; Kramer, 1989) and in China (Pye, 1982; Blackman, 1997; Faure, 1998; Fang, 1999), negotiation in India appears to be the poor cousin as far as the negotiation literature goes. The scant attention, however, is surprising...

Omnicorp Technologies has scheduled its annual strategy and budgeting retreat. Once a year the organization's directors convene for discussion of resources and strategic planning. This is a time for negotiating — for the organization, for one's department, or sometimes for one's own self...

Negotiators striving for excellence, whether in business, politics, or family interactions, need to take into account the emotional dynamics they frequently witness and experience as they navigate complex interdependent agreements. This is not always easy as negotiations are challenging social...

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...