1st Edition
Strategic Negotiations for Sustainable Value A Guide to Lasting Business Deals
By Stefanos Mouzas
Copyright 2022
184 Pages
11 B/W Illustrations
by
Routledge
184 Pages
11 B/W Illustrations
by
Routledge
184 Pages
11 B/W Illustrations
by
Routledge
Also available as eBook on:
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.... Read more
1. Understanding Strategic Negotiations
2. The Challenges that Negotiators Face
[Case: The Laundry & Cleaning Case]
3. Negotiation as Process
[Case: UN Climate Negotiations]
4. Behaviour in Negotiations: Biases and Errors
[Case: Herd Behaviour of Banks]
5. Negotiating Contracts
[Case: Baird v Marks & Spencer]
6. Managerial Implications: Looking Ahead
Biography
Stefanos Mouzas is a Professor of Marketing and Strategy in the Department of Marketing at Lancaster University Management School, UK.
