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Managing Negotiations : A Casebook.
・ISBN 978-0-367-61534-5 hard GB£ 171.99
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・ISBN 978-0-367-61535-2 paper GB£ 42.99
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電子版あり 大学・学術機関向け電子ブック（eBook）ISBN 978-1-003-10542-8
| 著者・編者 | Reiter, Thorsten, |
|---|---|
| 出版社 | (Routledge, UK) |
| 出版年月 | 2021.12 |
| ページ数 | 166 pp. |
| 言語 | ENG |
| ニュース番号 | ＜666-913＞ |
解説
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.