Strategic Negotiations for Sustainable Value

Strategic Negotiations for Sustainable Value

by Stefanos Mouzas
Released July 2022
Publisher(s): Routledge
ISBN: 9781000596984

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Book description

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.

Table of contents

  1. Cover
  2. Half Title
  3. Title Page
  4. Copyright Page
  5. Contents
  6. The Core Message of this book
  7. A Strategic Perspective on Negotiations
  8. List of Figures
  9. List of Tables
  10. List of Cases
  11. One Understanding strategic negotiations
    1. 1.1 Negotiating for sustainable value
    2. 1.2 The dichotomy between the negotiator and the environment
    3. 1.3 The environment of negotiations
    4. Notes
  12. Two The challenges that negotiators face
    1. 2.1 An overview of the challenges in negotiations
    2. 2.2 Challenge No 1: Uncertainty as a faceless topology
    3. 2.3 Dealing with uncertainty
    4. 2.4 Challenge No 2: Embedded in networks
    5. 2.5 Negotiating in Networks: Why it matters
      1. Infinite connectivity
      2. Constitutional pluralism
      3. Ongoing consent
    6. 2.6 Challenge No 3: Creating and capturing value
    7. 2.7 The role of interests and entitlements
    8. 2.8 The laundry and cleaning case
      1. Disappointing years for manufacturer Alpha
      2. Manufacturer Beta defends market leadership
      3. Retailer Engel's promotes private labels
      4. Manufacturer-retailer negotiations
    9. 2.9 Laundry & cleaning: tasks and activities
      1. Tips for self-organising negotiating teams
      2. Task 1
      3. Task 2
      4. Task 3
      5. Task 4
      6. Task 5
    10. Notes
  13. Three Negotiation as a process
    1. 3.1 The process of negotiation
    2. 3.2 Differences: The raw materials of the negotiation process
    3. 3.3 The NIMBY problem
    4. 3.4 Dealing with Emotions
    5. 3.5 Zone of possible agreement (ZOPA)
    6. 3.6 Best Alternative to the Negotiated Agreement (BATNA)
    7. 3.7 Demanding vs. giving in
    8. 3.8 The limits of negotiations
    9. 3.9 Negotiating an agreement to combat climate change
      1. Diversity of parties, observers and non-party stakeholders
        1. Annex I parties
        2. Annex II parties
        3. Non-Annex I parties
        4. Observers
        5. Non-party stakeholders
      2. Recurrent, polycentric, bottom-up interactions
      3. Building consensus
      4. Specifying a shared understanding
    10. 3.10 Learning from climate negotiations
    11. Notes
  14. Four Behaviour in negotiations: Biases and errors
    1. 4.1 Bounded rationality and behavioural biases
    2. 4.2 Present bias and procrastination
    3. 4.3 Create focal points for anchoring
    4. 4.4 The endowment effect
    5. 4.5 Herd behaviour
    6. 4.6 The UBS case
    7. 4.7 Learning from the herd behaviour of banks
    8. Notes
  15. Five Negotiating contracts
    1. 5.1 Closing a deal with a contract
    2. 5.2 Pre-contractual agreements
    3. 5.3 Open terms agreements
    4. 5.4 General terms and conditions
    5. 5.5 Has a contract been concluded?
      1. Critical questions
      2. Courts' decision
    6. 5.6 Ethical considerations
      1. Negotiating in good faith
      2. The duty to disclose
      3. Misrepresentation
      4. Why misrepresentation matters
    7. 5.7 The problem of contract incompleteness
      1. Barriers to concluding complete contracts
    8. 5.8 The use of relational contracts
    9. 5.9 The use of framework contracts
      1. Manifold rationality
      2. Recursive time
      3. Multilateral exchange
      4. Examples of contract clauses
      5. The advantage of framework contracts
    10. 5.10 Legal and non-legal enforcement of negotiated contracts
    11. 5.11 Baird v Marks and Spencer
      1. Baird litigates against M&S
      2. Courts' decision
    12. 5.12 Learning from Baird v Marks and Spencer
    13. Notes
  16. Six Managerial implications: Looking ahead
    1. 6.1 The unintended consequences of strategic negotiations
      1. Producers
      2. Retailers
    2. 6.2 Strategic negotiations to build resilience
    3. 6.3 The skills of great negotiators
    4. 6.4 Becoming a mindful negotiator
      1. Becoming mindful of your environment
      2. Becoming mindful of others
      3. Becoming mindful of yourself
    5. Notes
  17. References
  18. Acknowledgements
  19. About the author
  20. Index

Product information

  • Title: Strategic Negotiations for Sustainable Value
  • Author(s): Stefanos Mouzas
  • Release date: July 2022
  • Publisher(s): Routledge
  • ISBN: 9781000596984