MARC状态：审校 文献类型：西文图书 浏览次数：24
- 题名/责任者:
- Strategic negotiations for sustainable value : a guide to lasting business deals / Stefanos Mouzas.
- 出版发行项:
- Milton Park, Abingdon, Oxon ; New York, NY : Routledge, 2022.
- 出版发行项:
- ?2023
- ISBN:
- 9780367430597
- ISBN:
- 0367430592
- ISBN:
- 9780367430603
- ISBN:
- 0367430606
- 载体形态项:
- xii, 172 pages : illustrations ; 24 cm
- 个人责任者:
- Mouzas, Stefanos, author.
- 论题主题:
- Negotiation in business.
- 论题主题:
- Success in business.
- 论题主题:
- Deals.
- 中图法分类号:
- F715.4
- 书目附注:
- Includes bibliographical references and index.
- 摘要附注:
- "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"--
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