Strategic negotiations for sustainable value : a guide to lasting business deals / Stefanos Mouzas. (Record no. 22398)

MARC details
000 -LEADER
fixed length control field 02128nam a22002057a 4500
005 - DATE & TIME
control field 20250509172422.0
008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION
fixed length control field 250509b |||||||| |||| 00| 0 eng d
020 ## - ISBN
International Standard Book Number 9780367430597
040 ## - CATALOGING SOURCE
Original cataloging agency Indian Institute of Management Raipur
082 ## - DDC NUMBER
Classification number 658.405
Book Number MOU-23
100 ## - MAIN ENTRY--PERSONAL NAME
Personal name Mouzas, Stefanos
245 ## - TITLE STATEMENT
Title Strategic negotiations for sustainable value : a guide to lasting business deals / Stefanos Mouzas.
260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT)
Place of publication, distribution, etc Milton Park, Abingdon, Oxon ; New York, NY :
Name of publisher, distributor, etc Routledge,
Date of publication, distribution, etc 2023.
300 ## - PHYSICAL DESCRIPTION
Pages xii,172p.
500 ## - GENERAL NOTE
General note Summary<br/>"Strategic Negotiations for Sustainable Value is a practical 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; and, the managerial implications of strategic negotiations. The book is ideal as a core textbook for advanced undergraduate and postgraduate students in negotiation, business administration, management, or related courses such as business marketing, 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"-- Provided by publisher.
650 ## - Subject
Subject Negotiation in business.
650 ## - Subject
Subject Success in business.
650 ## - Subject
Subject Deals.
942 ## - ADDED ENTRY ELEMENTS (KOHA)
Koha item type Books
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Department Location (home branch) Sublocation or collection (holding branch) Shelving location Date acquired Vendor Name Discount Koha issues (times borrowed) Koha full call number Accession No. Koha date last seen Koha item type Price effective from
    Dewey Decimal Classification   Not for loan Reference Indian Institute of Management Raipur Indian Institute of Management Raipur Reference 26/04/2025 Overseas Press 35%   658.405 MOU-23 13365 09/05/2025 Books 09/05/2025