Strategic Negotiations for Sustainable Value: A Guide to Lasting Business Deals

ISBN-13: 9780367430603 / Angielski / Miękka / 2022 / 168 str.

Stefanos Mouzas

Opis

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

Spis treści

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

O autorze

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