Strategic Negotiations for Sustainable Value
eBook - ePub

Strategic Negotiations for Sustainable Value

A Guide to Lasting Business Deals

  1. 172 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Strategic Negotiations for Sustainable Value

A Guide to Lasting Business Deals

About this book

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.

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:

  • the strategic challenges that managers face in their markets today;
  • the practical, analytical tools that needed to create and capture value that is sustainable;
  • the behavioral biases and cognitive errors in strategic negotiations;
  • the various ways by which negotiators manifest their business agreements in contracts;
  • the managerial implications of strategic negotiations.

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.

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Information

Publisher
Routledge
Year
2022
Print ISBN
9780367430603
eBook ISBN
9781000596984

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Table of contents

  1. Cover
  2. Half Title
  3. Title Page
  4. Copyright Page
  5. Contents
  6. The Core Message of this book
  7. A Strategic Perspective on Negotiations
  8. List of Figures
  9. List of Tables
  10. List of Cases
  11. One Understanding strategic negotiations
  12. Two The challenges that negotiators face
  13. Three Negotiation as a process
  14. Four Behaviour in negotiations: Biases and errors
  15. Five Negotiating contracts
  16. Six Managerial implications: Looking ahead
  17. References
  18. Acknowledgements
  19. About the author
  20. Index

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