Managing Negotiations

A Casebook

Thorsten Reiter (University of St Gallen, Switzerland)

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Paperback

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English

Routledge
29 December 2021

Business negotiation

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.

By: Thorsten Reiter (University of St Gallen Switzerland)
Imprint: Routledge
Country of Publication: United Kingdom
Dimensions: Height: 234mm, Width: 156mm,
Weight: 460g
ISBN: 9780367615352
ISBN 10: 0367615355
Pages: 166
Publication Date: 29 December 2021
Audience: College/higher education , Professional and scholarly , Adult education , Primary , Undergraduate
Format: Paperback
Publisher's Status: Active

1. Introduction to the Case Book. 2. The acquisition of Whole Foods Inc. by Amazon. 3. Negotiation of the Iran Nuclear Deal. 4. The Air France Strikes. 5. Walt Disney`s Acquisition of 21st Century Fox. 6. The Lufthansa Strikes. 7. Bayer vs. Monsanto. 8. The Trans-Pacific Partnership Agreement. 9. Closing Remarks on the Case Book.

Thorsten Reiter is a lecturer at the University of St. Gallen and a Corporate Strategist specialized in Strategic Innovation located in Zurich, Switzerland. In his work, Reiter focuses on how a robust innovation capability can successfully be established as the most important part of an organization's strategy.