Managing Negotiations: A Casebook

Managing Negotiations is a casebook that combines academic frameworks with real-world examples to demonstrate successful negotiation strategies and avoid pitfalls. It covers a range of topics such as mergers & acquisitions, collective bargaining, international diplomatic treaties, and international free trade agreements, and is suitable for postgraduate, MBA, and Executive Education courses.

Format: Paperback / softback
Length: 166 pages
Publication date: 29 December 2021
Publisher: Taylor & Francis Ltd

Managing Negotiations is a comprehensive collection of seven global, real-life case studies that delve into prominent negotiations in the realms of international business and politics. This book seamlessly blends rigorous academic frameworks with the practical challenges of negotiations, offering a holistic approach to understanding and executing successful negotiations.

The cases presented in this book encompass a wide range of topics, including mergers and acquisitions, collective bargaining, international diplomatic treaties, and international free trade agreements. Each case study begins with an overview that outlines three key objectives, followed by comprehensive insights and key learnings. Additionally, reflective questions are provided to encourage class discussion and deeper understanding of the negotiation dynamics.

Designed as a valuable resource for postgraduate, MBA, and executive education courses, Managing Negotiations serves as a comprehensive guide for practitioners responsible for contract management, negotiation, and procurement. It provides valuable insights and practical strategies that can help individuals and organizations navigate complex negotiation scenarios and achieve mutually beneficial outcomes.

By combining theoretical frameworks with real-world examples, this casebook offers a practical and applied approach to negotiation, equipping readers with the skills and knowledge necessary to succeed in today's global business environment. Whether you are a seasoned negotiator or seeking to enhance your negotiation abilities, Managing Negotiations is an essential resource that will help you navigate the complexities of negotiations and achieve your goals.

Weight: 284g
Dimension: 187 x 395 x 16 (mm)
ISBN-13: 9780367615352