Managing negotiations: a casebook

By: Reiter, Thorsten Material type: Text

TextPublication details: Oxan Routledge 2022 Description: vi, 166 pISBN: 9780367615352Subject(s): Negotiation in business--Case studies | Consolidation and manager of corporations--Case studiesDDC classification: 658.4052 Summary: 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. (https://www.routledge.com/Managing-Negotiations-A-Casebook/Reiter/p/book/9780367615352)

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Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Human Resource and Organization Behvaiour	658.4052 REI (Browse shelf(Opens below))	1	Available		005611

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Previous	658.4052 LEW Negotiation: readings, exercises and cases	658.4052 MAL Negotiation genius: how to overcome obstacles and achieve brilliant results at the bargaining table and beyond	658.4052 MOV Built to win: creating a world-class negotiating organization	658.4052 REI Managing negotiations: a casebook	658.4053 LID Managing conflict: a practical guide to resolution in the workplace	658.4053 WIL The social psychology of organizations: diagnosing toxicity and intervening in the workplace	658.4058 MED The future of outsourcing: strategic outsourcing controls and the backsourcing evolution	Next

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.

(https://www.routledge.com/Managing-Negotiations-A-Casebook/Reiter/p/book/9780367615352)

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