Strategic negotiations for sustainable value

• Verfasst von: Mouzas, Stefanos [VerfasserIn]
• Titel: Strategic negotiations for sustainable value
• Titelzusatz: a guide to lasting business deals
• Verf.angabe: Stefanos Mouzas
• Verlagsort: Milton Park, Abingdon, Oxon ; ; New York, NY
• Verlag: Routledge
• Jahr: 2022
• Umfang: 1 online resource
• Fussnoten: Includes bibliographical references and index. - Description based on print version record and CIP data provided by publisher
• ISBN: 978-1-000-59698-4
• ISBN: 1-000-59698-2
• ISBN: 978-1-003-00101-0
• ISBN: 1-003-00101-7
• Datenträger: Online-Ressource
• Sprache: eng
• Bibliogr. Hinweis: Erscheint auch als : Druck-Ausgabe
• Sach-SW: Deals
• Sach-SW: Negotiation in business
• Sach-SW: Success in business
• K10plus-PPN: 1846840635
• K10plus-PPN:
  Universitätsbibliothek
• Lokale URL UB: Zum Volltext
• Lokale URL UB: Bibliothek der Medizinischen Fakultät Mannheim der Universität Heidelberg
• Bibliothek/Idn: UW / m4326728213
• Lokale URL Inst.: Zum Volltext

Abstract

"Strategic Negotiations for Sustainable Value is a practical 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; and, the managerial implications of strategic negotiations. The book is ideal as a core textbook for advanced undergraduate and postgraduate students in negotiation, business administration, management, or related courses such as business marketing, 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"--