by Stefanos Mouzas (Author)
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.
