Strategic Negotiations For Sustainable Value

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Strategic Negotiations for Sustainable Value

Stefanos Mouzas
Strategic Negotiations for Sustainable Value Book PDF

Author : Stefanos Mouzas
Publisher : Taylor & Francis
Page : 184 pages
File Size : 54,5 Mb
Release : 2022-07-05
Category : Business & Economics
ISBN : 9781000596946

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Strategic Negotiations for Sustainable Value by Stefanos Mouzas Pdf

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.

Sustainable Negotiation

Eliane Karsaklian
Sustainable Negotiation Book PDF

Author : Eliane Karsaklian
Publisher : Emerald Group Publishing
Page : 192 pages
File Size : 50,9 Mb
Release : 2017-07-24
Category : Business & Economics
ISBN : 9781787145757

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Sustainable Negotiation by Eliane Karsaklian Pdf

Written by a leading international negotiation expert, Sustainable Negotiation introduces a completely new perspective on international negotiation, providing practical, field-tested examples, experiments and guidance to enable readers to implement new negotiation techniques that deliver results in a diverse and global world.

Strategic Negotiation

Gavin Kennedy
Strategic Negotiation Book PDF

Author : Gavin Kennedy
Publisher : Routledge
Page : 344 pages
File Size : 48,5 Mb
Release : 2017-03-02
Category : Business & Economics
ISBN : 9781351897648

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Strategic Negotiation by Gavin Kennedy Pdf

A first-rate organizational business plan demands an understanding of the dynamics behind remuneration, joint ventures, partnerships, alliances, major contracts; in fact, all of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. The scale and context of these negotiations requires a level of strategic awareness because the interests of the parties are more complex, the options more numerous, and the outcomes more critical than at a tactical level. Strategic Negotiation is written for senior executives who provide input to or assessment of their organization's medium or long-term planning process, and who are engaged in implementing any aspects of their organization's plans. Part One focuses on the foundations of strategic negotiation: the commercial imperatives - what the organization must do to restructure and resource its operations to achieve commercial success - and the negotiation strategies associated with each. It also explains the logistics of managing complex public and private sector negotiations. Part Two includes the tools for successful negotiation: bid strategies; techniques for analyzing your position before you start and reassessing it during the negotiation; and the negotiation agenda and how to design and compile it. If you are operating at a senior level where negotiations are, by their nature, high value, complex, multi-level and often multi-party, what better guide than Gavin Kennedy, a long-standing world expert on negotiation, and his book Strategic Negotiation?

Sustainable Value

Chris Laszlo,Patrick Cescau
Sustainable Value Book PDF

Author : Chris Laszlo,Patrick Cescau
Publisher : Routledge
Page : 169 pages
File Size : 41,9 Mb
Release : 2017-09-08
Category : Business & Economics
ISBN : 9781351280068

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Sustainable Value by Chris Laszlo,Patrick Cescau Pdf

A small but influential group of mainstream global industry leaders are now reinventing the role of business in society. They are shifting the focus away from minimizing negative impacts to offering new solutions to global problems that the public sector has been unable to tackle alone. In this new competitive environment, societal challenges such as climate change or the alleviation of global poverty are not only risks, but huge business opportunities, not only for niche players, but for mainstream business. These leaders are creating "Sustainable Value". They are creating it through the provision of value to both their shareholders and their stakeholders – an ever-growing list of diverse constituents impacted by the social, environmental, and financial performance of global business. In short, they are doing well by doing good. In this outstanding book, Chris Laszlo defines, illustrates, and shows how business can action 'Sustainable Value' in three profoundly different ways. First, a management fable looks at the experiences of a dynamic business leader as she grapples with the new business realities of managing stakeholder, as well as shareholder pressures. Second, with the real thing – inside stories from some of the largest corporations in the world that are successfully integrating sustainability into their core activities, not only from a sense of moral correctness, but because it makes good business sense. And, finally, with frameworks, tools, and methods that will make sustainable value creation concrete for business practitioners everywhere. This book is a masterful synthesis – part novel and part executive briefing – a refreshing kind of prophetic pragmatism, helping leaders anticipate and see the future in the context of the actual. In Sustainable Value Chris Laszlo speaks with resounding clarity to the living challenges, the real dilemmas, and haunting questions of CEOs everywhere.

Creative Solutions to Global Business Negotiations, Third Edition

Claude Cellich
Creative Solutions to Global Business Negotiations Third Edition Book PDF

Author : Claude Cellich
Publisher : Business Expert Press
Page : 310 pages
File Size : 45,7 Mb
Release : 2020-12-24
Category : Business & Economics
ISBN : 9781952538797

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Creative Solutions to Global Business Negotiations, Third Edition by Claude Cellich Pdf

Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable. Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes. By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.

Sustainable Value Creation

David Chandler
Sustainable Value Creation Book PDF

Author : David Chandler
Publisher : Routledge
Page : 217 pages
File Size : 53,8 Mb
Release : 2020-06-15
Category : Business & Economics
ISBN : 9781000066869

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Sustainable Value Creation by David Chandler Pdf

The goal of this book is to define Sustainable Value Creation in terms of a set of principles that differentiate it from existing definitions of CSR, and from related concepts such as sustainability and business ethics. To internalize these ten principles is to understand how the firm can respond to stakeholder needs to optimize value creation over the medium to long term. Ultimately, this second edition book aims to reform both business practice and business education. By building a theory that redefines CSR as central to the value creation process, the ten principles of Sustainable Value Creation redefine how firms approach each of their operational functions, but also how these subjects should be taught in universities worldwide. As such, this book will hopefully be of value to instructors as a complement to their teaching, students as a guide in their education, and managers as a framework to help them respond to the complex, dynamic context that they are expected to navigate every day. This book is a manifesto for success in today’s complex, dynamic business environment. The book is designed as an easy-to-digest, critical introductory text to CSR. With supporting online teaching resources, it is aimed primarily at the MBA and Executive MBA market, and for CSR, sustainability, and business ethics courses taught by instructors skeptical of existing definitions and organizing principles of CSR, sustainability, or business ethics.

Leveraging Relationships for Sustainable Value

John G. Shulman
Leveraging Relationships for Sustainable Value Book PDF

Author : John G. Shulman
Publisher : Unknown
Page : 69 pages
File Size : 49,7 Mb
Release : 2007-01-01
Category : Leadership
ISBN : OCLC:779473054

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Leveraging Relationships for Sustainable Value by John G. Shulman Pdf

Written by international negotiation expert and Harvard Law graduate John Shulman, this book uses practical examples and a strong theoretical framework to help readers navigate three common negotiation challenges: 1) selling value when a buyer is focused on price; 2) generating consensus and buy-in with speed and flexibility; and 3) handling difficult people without losing sleep or your shirt. Drawing on over twenty years of field and academic research, the book offers proven ways to implement the interest-based approach to negotiation popularized by the Harvard Program on Negotiation. Each chapter poses a common negotiation challenge; identifies best practices and offers proven strategies for implementing those best practices; identifies common mistakes; and provides an example of a success story. The writing is lucid; the examples are compelling and accessible.

Strategic Negotiation: Building Organizational Excellence

Joshua Gordon,Gary Furlong
Strategic Negotiation Building Organizational Excellence Book PDF

Author : Joshua Gordon,Gary Furlong
Publisher : Taylor & Francis
Page : 192 pages
File Size : 42,6 Mb
Release : 2023-06-30
Category : Business & Economics
ISBN : 9781000837568

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Strategic Negotiation: Building Organizational Excellence by Joshua Gordon,Gary Furlong Pdf

Empowering organizations to thrive, this book provides a clear diagnostic framework with specific approaches and processes that leaders can use to build a negotiation function that will succeed each and every time. Negotiation is a required skill and a core competency, but most organizations focus exclusively on individual negotiation skills and abilities and pay little attention to the internal culture and environment that shapes and guides these individuals. This book takes a dramatically different approach to building success in each and every negotiation, producing results that align with organizational strategy at all levels. Professionals in sales, procurement and supply chain, human resources, change management, mergers and acquisitions, contracts, start-ups, construction partnering, and training consultants and students of business and law will value a text that understands how to build negotiation skills and capability across the organization by aligning individual skills with an evidence-based approach that actually works.

Triple Value Leadership

Sander Tideman
Triple Value Leadership Book PDF

Author : Sander Tideman
Publisher : Routledge
Page : 156 pages
File Size : 49,8 Mb
Release : 2022-05-08
Category : Business & Economics
ISBN : 9781000575262

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Triple Value Leadership by Sander Tideman Pdf

With the sustainability emergency, businesses can no longer give priority to commercial interests (and financial gains) and close their eyes to societal and environmental interests. We need a new, higher perspective to close the gap. We need to formulate a new business logic and a sustainable value creation method for sustainable business, for their customers and society – that is, all business stakeholders, as well as the planet. This book will do just that. This book presents the insights gained from action research with leading companies across the world to discover a comprehensive method that works: a practical framework for CEO and business leaders who want to lead their organization along the sustainability transition. Building on the latest insights from science, summarized as the systems view of life, the book identifies six principles that provide a new leadership lens on how to understand the changes taking place in business. Based on these insights, the book offers the Triple Value mindset model, consisting of six distinct leadership qualities, which shows how to create sustainable value from a systems perspective. This model is unique as it enables business leaders to scale their intended impact from the organization to all stakeholders in the value chain, thus transcending the conflict between business and society. Not only that, the book will also offer you a leadership journey – an adventure that will transform the way to think, feel and execute the new perspective in your company, while perfecting your leadership potential and inspiring the people you work with. On the journey you will be supported by models, tools and best practices, which will help you to reimagine your business strategy and your role as leader in driving sustainable transformation and success.

The Negotiation Process

Eliane Karsaklian
The Negotiation Process Book PDF

Author : Eliane Karsaklian
Publisher : Austin Macauley Publishers
Page : 123 pages
File Size : 43,9 Mb
Release : 2020-11-30
Category : Business & Economics
ISBN : 9781645752783

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The Negotiation Process by Eliane Karsaklian Pdf

This book will change your life! It will give you a brand-new perspective to negotiation. It will take you from stressful, unpleasant, confrontational situations to a world of stressless, enjoyable, and collaborative ways of conducting business. It will also help you to shape the future of your business with a clearer vision of what you want it to be. All books and theories about negotiation stop at when you close a deal. But this is a very short-termed vision of negotiation. If you want your business to survive the upcoming waves of mergers and acquisitions, digital revolutions, and international trade, you need to add sustainability to your negotiations. This book will show you how to get there.

Sustainable Strategic Management

Jean Garner Stead,W Edward Stead
Sustainable Strategic Management Book PDF

Author : Jean Garner Stead,W Edward Stead
Publisher : Routledge
Page : 317 pages
File Size : 46,5 Mb
Release : 2014-12-18
Category : Business & Economics
ISBN : 9781317459132

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Sustainable Strategic Management by Jean Garner Stead,W Edward Stead Pdf

Sustainable strategic management (SSM) involves analysing, formulating, and implementing business strategies that are economically competitive, socially responsible, and in balance with the cycles of nature. SSM has emerged from the coevolutionary interactions of business organisations with the society they serve and the planet they call home. SSM strategic portfolios allow organisations to create competitive advantages by serving as agents of social change and ecological protection. This book has been specifically written as a text for traditional graduate and undergraduate strategic management courses, and its short length makes appropriate as a supplementary text in these courses as well. The authors have structured the book to follow the standard strategic management process, and they have included an ongoing descriptive case on Eastman Chemical Company designed to provide an in-depth example of the concepts presented in the chapters. From creating organisational visions and missions, to formulating, implementing, and evaluating goals and strategies, this book provides readers with new ways of thinking about their organisation's strategic role in the greater society and ecosystem now and in the future.

Quantum Negotiation

Karen S. Walch,Stephan M. Mardyks,Joerg Schmitz
Quantum Negotiation Book PDF

Author : Karen S. Walch,Stephan M. Mardyks,Joerg Schmitz
Publisher : John Wiley & Sons
Page : 192 pages
File Size : 46,9 Mb
Release : 2017-11-20
Category : Business & Economics
ISBN : 9781119374909

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Quantum Negotiation by Karen S. Walch,Stephan M. Mardyks,Joerg Schmitz Pdf

Master the art of getting what you need with a more collaborative approach to negotiation Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements. We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action. Rethink your assumptions about negotiations, your self-perception, your counterpart, and the overall relationship Adopt new tools that clarify what you want, why you need it, and how your counterpart can also get what they want and need Challenge fundamental world views related to negotiation, and shift from adversarial to engaging and satisfying Understand the unseen forces at work in any negotiation, and prevent them from derailing your success In the interest of creating an environment that elevates everyone’s participation and assists them in reaching their full potential, Quantum Negotiation addresses the reality of hardball and coercion with a focus on engaging the human spirit to create new opportunities and resources.

Embedded Sustainability

Chris Laszlo,Nadya Zhexembayeva
Embedded Sustainability Book PDF

Author : Chris Laszlo,Nadya Zhexembayeva
Publisher : Routledge
Page : 288 pages
File Size : 54,8 Mb
Release : 2017-09-08
Category : Business & Economics
ISBN : 9781351278317

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Embedded Sustainability by Chris Laszlo,Nadya Zhexembayeva Pdf

Companies know how to meet the demands of shareholder value: years of managerial excellence testify to this achievement. Many also know how to create stakeholder value – through traditional approaches such as CSR and philanthropy which predictably lead to trade-offs and added costs. What remains elusive is discovering is how to meet both shareholder and stakeholder requirements in the core business – without mediocrity and without compromise – creating value for the company that cannot be disentangled from the value it creates for society and the environment. What if sustainability was embedded into the DNA of your organization? How can you incorporate environmental, health and social value into its very core? Many companies, despite their best intentions, "bolt on" sustainability as an afterthought to their core strategies. They trumpet green initiatives and social philanthropy which lie at the margins of the business, with symbolic wins that inadvertently highlight the unsustainability of the rest of their activities. Today's ecological and social pressures require a different business response – one that existing strategy frameworks fail adequately to address. In Embedded Sustainability, authors Chris Laszlo and Nadya Zhexembayeva explain and predict how companies can better leverage global challenges for enduring profit and sustained growth. They introduce the marquis concept of embedded sustainability: the incorporation of environmental, health, and social value into the heartbeat of the product life-cycle with no trade-off in price or quality – no social or green premium. This book helps readers to comprehend and implement the notion of embedded sustainability. At its best, embedded sustainability is invisible, similar to quality. In addition to delivering socially and environmentally conscious products for consumers, it is capable of considerably motivating employees. Most of all, it enables smart companies to create even more value for both their shareholders and stakeholders.

Sustainable Innovation Strategy

C. Sempels,J. Hoffmann
Sustainable Innovation Strategy Book PDF

Author : C. Sempels,J. Hoffmann
Publisher : Springer
Page : 262 pages
File Size : 53,8 Mb
Release : 2013-10-04
Category : Business & Economics
ISBN : 9781137352613

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Sustainable Innovation Strategy by C. Sempels,J. Hoffmann Pdf

Examining the links between sustainable development, innovation strategy and the business model, this thought-provoking and timely book uses insightful case studies from mature and developing markets to demonstrate how sustainability needs to be at the core of every organization's strategy and innovation.

Strategic Facilitation of Complex Decision-Making

Ariel Macaspac Hernández
Strategic Facilitation of Complex Decision Making Book PDF

Author : Ariel Macaspac Hernández
Publisher : Springer
Page : 266 pages
File Size : 40,5 Mb
Release : 2014-05-21
Category : Business & Economics
ISBN : 9783319061979

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Strategic Facilitation of Complex Decision-Making by Ariel Macaspac Hernández Pdf

This book provides theoretical and practical insights for effective decision making in situations that involve various types of conflict cleavages. Embedding historical analysis, negotiation analysis, political scientific analysis and game theoretical analysis in an integrated analytical framework allows a comprehensive perspective on various dilemmas and self-enforcing dynamics that inhibit decision making. The conceptualization of strategic facilitation highlights the value of leadership, chairmanship and the role of threshold states in facilitating decision making as the global climate change negotiations unfolds.