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
- Cover
- Half Title
- Title Page
- Copyright Page
- Contents
- The Core Message of this book
- A Strategic Perspective on Negotiations
- List of Figures
- List of Tables
- List of Cases
- One Understanding strategic negotiations
-
Two The challenges that negotiators face
- 2.1 An overview of the challenges in negotiations
- 2.2 Challenge No 1: Uncertainty as a faceless topology
- 2.3 Dealing with uncertainty
- 2.4 Challenge No 2: Embedded in networks
- 2.5 Negotiating in Networks: Why it matters
- 2.6 Challenge No 3: Creating and capturing value
- 2.7 The role of interests and entitlements
- 2.8 The laundry and cleaning case
- 2.9 Laundry & cleaning: tasks and activities
- Notes
-
Three Negotiation as a process
- 3.1 The process of negotiation
- 3.2 Differences: The raw materials of the negotiation process
- 3.3 The NIMBY problem
- 3.4 Dealing with Emotions
- 3.5 Zone of possible agreement (ZOPA)
- 3.6 Best Alternative to the Negotiated Agreement (BATNA)
- 3.7 Demanding vs. giving in
- 3.8 The limits of negotiations
- 3.9 Negotiating an agreement to combat climate change
- 3.10 Learning from climate negotiations
- Notes
- Four Behaviour in negotiations: Biases and errors
-
Five Negotiating contracts
- 5.1 Closing a deal with a contract
- 5.2 Pre-contractual agreements
- 5.3 Open terms agreements
- 5.4 General terms and conditions
- 5.5 Has a contract been concluded?
- 5.6 Ethical considerations
- 5.7 The problem of contract incompleteness
- 5.8 The use of relational contracts
- 5.9 The use of framework contracts
- 5.10 Legal and non-legal enforcement of negotiated contracts
- 5.11 Baird v Marks and Spencer
- 5.12 Learning from Baird v Marks and Spencer
- Notes
- Six Managerial implications: Looking ahead
- References
- Acknowledgements
- About the author
- Index
Product information
- Title: Strategic Negotiations for Sustainable Value
- Author(s):
- Release date: July 2022
- Publisher(s): Routledge
- ISBN: 9781000596984
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