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

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. It explores the strategic challenges managers face, practical tools, behavioral biases, cognitive errors, and managerial implications of strategic negotiations, ideal for advanced undergraduate and postgraduate students and industry professionals.

Format: Hardback
Length: 172 pages
Publication date: 05 July 2022
Publisher: Taylor & Francis Ltd

Strategic Negotiations for Sustainable Value is a comprehensive guide aimed at equipping managers with the skills necessary to conclude long-lasting business deals that prioritize environmental, social, and economic sustainability within an international business context. In today's dynamic business landscape, managers must engage in complex negotiations with a diverse range of stakeholders, including suppliers, customers, agencies, governments, and authorities, to secure the resources essential for their success. Recognizing that sustainable value creation is a dynamic and iterative process, this book delves into the strategic challenges managers encounter in their markets, the practical tools required to establish and capture sustainable value, the behavioral biases and cognitive errors that can hinder strategic negotiations, the various ways in which business agreements are expressed in contracts, and the managerial implications of these negotiations.

Throughout each chapter, the book provides illustrative international case studies that shed light on these critical aspects of strategic negotiations. These case studies showcase real-world scenarios and practical examples, allowing readers to apply the theoretical concepts discussed to practical situations. Whether you are an advanced undergraduate or postgraduate student pursuing negotiation, business administration, management, or related courses such as business marketing, customer or key account management, this book offers invaluable insights and practical tools. It is equally valuable to industry professionals, managers involved in negotiating with customers, suppliers, or partners, and individuals seeking professional qualifications or accreditation in marketing, sales, or management.

By exploring the complexities of strategic negotiations and providing a comprehensive framework for creating and capturing sustainable value, this book empowers managers to make informed decisions that contribute to the long-term success of their organizations and the broader society.

Weight: 498g
Dimension: 234 x 156 (mm)
ISBN-13: 9780367430597