Description
Taylor and Francis Ltd Strategic Negotiations for Sustainable Value 1st Edition 2022 by Mouzas, Stefanos
Strategic Negotiations for Sustainable Value is a guide to learning how to conclude lasting business deals that are environmentally, socially and economically sustainable in an international business context. Managers today need to negotiate with multiple stakeholders, such as suppliers, customers, agencies, governments and authorities, to be able to access the resources that they need._x000D__x000D_Creating and capturing sustainable value is not a fixed entity but rather the outcome of long and time-consuming negotiations that affect further negotiations. Providing illustrative international case studies throughout each chapter, this book explores:_x000D__x000D__x000D__x000D__x000D__x000D__x000D_the strategic challenges that managers face in their markets today;_x000D__x000D__x000D__x000D_the practical, analytical tools that needed to create and capture value that is sustainable;_x000D__x000D__x000D__x000D_the behavioral biases and cognitive errors in strategic negotiations;_x000D__x000D__x000D__x000D_the various ways by which negotiators manifest their business agreements in contracts; _x000D__x000D__x000D__x000D_the managerial implications of strategic negotiations._x000D__x000D_The book is ideal for advanced undergraduate and postgraduate students in negotiation, business administration, management, or related courses such as business marketing, and customer or key account management. It is equally valuable to industry professionals, managers involved in negotiating with customers, suppliers or partners and those pursuing professional qualifications or accreditation in marketing, sales or management._x000D_ _x000D_
1. Understanding Strategic Negotiations 2. The Challenges that Negotiators Face [Case: The Laundry & Cleaning Case] 3. Negotiation as Process [Case: UN Climate Negotiations] 4. Behaviour in Negotiations: Biases and Errors [Case: Herd Behaviour of Banks] 5. Negotiating Contracts [Case: Baird v Marks & Spencer] 6. Managerial Implications: Looking Ahead_x000D_