Stefanos Mouzas

Strategic Negotiations for Sustainable Value (eBook, PDF)

A Guide to Lasting Business Deals

• Format: PDF

Produktbeschreibung

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

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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 184
• Erscheinungstermin: 5. Juli 2022
• Englisch
• ISBN-13: 9781000596946
• Artikelnr.: 64061212

Autorenporträt

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

Inhaltsangabe

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