Managing Negotiations
A Casebook
1st Edition
Published on 28. December 2021
172 pages
978-1-000-52217-4 (ISBN)
Description
Managing Negotiations is a collection of seven global, real-life case studies on prominent negotiations in the realm of international business and politics.
The book combines the rigorously researched frameworks of academia with the real-world challenges of negotiations. The cases combine scientific negotiation management practices as well as theories with real-world examples that demonstrate how to conduct successful negotiations and which prominent pitfalls to avoid. The topics discussed reach from mergers & acquisitions, collective bargaining, international diplomatic treaties to international free trade agreements. Each case study starts with an overview comprising three key objectives and ends with the key learnings as well as reflective questions for class discussion.
This casebook can be used as recommended reading on Negotiation and Strategic Management courses at postgraduate, MBA and Executive Education level and serves as a guide for practitioners responsible for contract management, negotiation and procurement.
The book combines the rigorously researched frameworks of academia with the real-world challenges of negotiations. The cases combine scientific negotiation management practices as well as theories with real-world examples that demonstrate how to conduct successful negotiations and which prominent pitfalls to avoid. The topics discussed reach from mergers & acquisitions, collective bargaining, international diplomatic treaties to international free trade agreements. Each case study starts with an overview comprising three key objectives and ends with the key learnings as well as reflective questions for class discussion.
This casebook can be used as recommended reading on Negotiation and Strategic Management courses at postgraduate, MBA and Executive Education level and serves as a guide for practitioners responsible for contract management, negotiation and procurement.
More details
Edition
1. Auflage
Language
English
Place of publication
London
United Kingdom
Publishing group
Taylor & Francis Ltd
Target group
College/higher education
Professional and scholarly
Adult education
Product notice
Reflowable
Illustrations
10 Line drawings, black and white; 10 Illustrations, black and white
ISBN-13
978-1-000-52217-4 (9781000522174)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Book
12/2021
1st Edition
Routledge
€205.90
Shipment within 15-20 days
Book
12/2021
1st Edition
Routledge
€60.80
Shipment within 15-20 days
Person
Thorsten Reiter is a lecturer at the University of St. Gallen and a Corporate Strategist specialized in Strategic Innovation located in Zurich, Switzerland. In his work, Reiter focuses on how a robust innovation capability can successfully be established as the most important part of an organization's strategy.
Content
1. Introduction to the Case Book. 2. The acquisition of Whole Foods Inc. by Amazon. 3. Negotiation of the Iran Nuclear Deal. 4. The Air France Strikes. 5. Walt Disney`s Acquisition of 21st Century Fox. 6. The Lufthansa Strikes. 7. Bayer vs. Monsanto. 8. The Trans-Pacific Partnership Agreement. 9. Closing Remarks on the Case Book.
