Strategic negotiations for sustainable value a guide to lasting business deals / Stefanos Mouzas.
| Author/creator | Mouzas, Stefanos |
| Format | Electronic |
| Publication Info | Milton Park, Abingdon, Oxon ; New York, NY : Routledge, 2022. |
| Description | 1 online resource |
| Supplemental Content | Full text available from Taylor & Francis eBooks |
| Subjects |
| 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"-- Provided by publisher. |
| Bibliography note | Includes bibliographical references and index. |
| Access restriction | Available only to authorized users. |
| Technical details | Mode of access: World Wide Web |
| Source of description | Description based on print version record and CIP data provided by publisher. |
| Issued in other form | Print version: Mouzas, Stefanos. Strategic negotiations for sustainable value Milton Park, Abingdon, Oxon ; New York, NY : Routledge, 2022 9780367430597 |
| Genre/form | Electronic books. |
| LCCN | 2021060666 |
| ISBN | 9781000596984 (epub) |
| ISBN | 9781003001010 (ebook) |
| ISBN | (hardback) |
| ISBN | (paperback) |
Availability
| Library | Location | Call Number | Status | Item Actions |
|---|---|---|---|---|
| Electronic Resources | Access Content Online | ✔ Available |