UID:
almahu_9949385517402882
Format:
1 online resource
ISBN:
9781000596984
,
1000596982
,
9781003001010
,
1003001017
Content:
"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"--
Additional Edition:
Print version: Mouzas, Stefanos. Strategic negotiations for sustainable value Milton Park, Abingdon, Oxon ; New York, NY : Routledge, 2022 ISBN 9780367430597
Language:
English
URL:
https://www.taylorfrancis.com/books/9781003001010
Bookmarklink
