000			01695nam a22001937a 4500
005			20240207173232.0
008			240207b |||||||| |||| 00| 0 eng d
020			_a9780367615352
082			_a658.4052 _bREI
100			_aReiter, Thorsten _914051
245			_aManaging negotiations: _ba casebook
260			_bRoutledge _aOxan _c2022
300			_avi, 166 p.
365			_aGBP _b35.99
520			_aManaging 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)
650			_aNegotiation in business--Case studies _915330
650			_aConsolidation and manager of corporations--Case studies _915331
942			_cBK _2ddc
999			_c5784 _d5784