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Strategic Negotiations for Sustainable Value
SPAR
kr 42
Strategic Negotiations for Sustainable Value

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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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.

Produktdetaljer
Sprog: Engelsk
Sider: 172
ISBN-13: 9780367430603
Indbinding: Paperback
Udgave:
ISBN-10: 0367430606
Udg. Dato: 5 jul 2022
Længde: 19mm
Bredde: 154mm
Højde: 234mm
Oplagsdato: 5 jul 2022
Forfatter(e) Stefanos (Lancaster University Mouzas, Stefanos Mouzas


Kategori Forretningsstrategier


Sprog Engelsk


Indbinding Paperback


Sider 172


Udgave


Længde 19mm


Bredde 154mm


Højde 234mm


Udg. Dato 5 jul 2022


Oplagsdato 5 jul 2022

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