000			02618cam a22002298a 4500
008			210802s2022 enk b 001 0 eng
020			_a9780367615345 _q(hardback)
020			_a9780367615352 _q(paperback)
020			_z9781003105428 _q(ebook)
041	0		_aeng
050	0	0	_aHD58.6 _b.T55 2022
100	1		_aReiter, Thorsten. _94322
245	1	0	_aManaging negotiations : _ba casebook / _cThorsten Reiter.
260			_aMilton Park, Abingdon, Oxon ; _aNew York : _bRoutledge, _c2022.
300			_a166 p. ; _c24 cm.
504			_aIncludes bibliographical references and index.
505	0		_aIntroduction to the case book / Dr. Thorsten Reiter -- The acquisition of Whole Foods Inc. by Amazon / Charles-Armand Roger Sollberger Solari, Piotr Wojtaszewski and Sandra Frei -- Negotiation of the Iran nuclear deal / Irena Marina, Julien Petat and Adrian Budac -- The Air France strikes / Niklas Harder and Adriano K�appeli -- Walt Disney`s acquisition of 21st Century Fox / Valentin Steinhauser, Georgia Sofia Botsis and Robin-Resham Singh -- The Lufthansa strikes / Max-Philip Dirk, Leon Guckelberger and Patrick Eschler -- Bayer vs. Monsanto / Luca Franziscus, Julia Reis Coury and Luca Loris Gerini -- The Trans-Pacific partnership agreement / Amanda Wegener and Michele Floridia -- Closing remarks on the case book / Dr. Thorsten Reiter.
520			_a"Negotiation Management 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 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"-- _cProvided by publisher.
650		0	_aNegotiation in business _vCase studies. _91568
650		0	_aNegotiation _xPolitical aspects _vCase studies. _91568
650		0	_aConsolidation and merger of corporations _vCase studies. _94323
999			_c3051 _d3051