Strategic Negotiations for Sustainable Value

1. Understanding Strategic Negotiations 2. The Challenges that Negotiators Face 3. Negotiation as a Process 4. Behaviour in Negotiations: Biases and Errors 5. Negotiating Contracts 6. Managerial Implications: Looking Ahead

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.

  Autorentext

Stefanos Mouzas is a Professor of Marketing and Strategy in the Department of Marketing at Lancaster University Management School, UK.

Inhalt

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