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Full Description
The business environment across the globe is today characterised by three primary governance arrangements - bureaucracies, markets and networks. For organisations operating within each of these business contexts the terms of engagement in regard to negotiation are different.Rather than starting from a broad 'how to' approach or a specific cultural interface, Negotiating the Business Environment looks at governance arrangements within the business environment and at how such governance arrangements impact on how negotiation occurs. This text provides an Australian-not an overseas-perspective on negotiations that will be a welcome change for Australian students. Uniquely, it takes into account the context in which negotiations take place.'Negotiating the Business Environment' demonstrates how responding to business style in negotiations can effect successful outcomes. It include strong pedagogy including: key terms, key points, further reading lists, case studies, and end of chapter questions.
Contents
Ch 1 - Introducing negotiation and the business environment, Ch 2 - Governance modes in the business environment, Ch 3 - Negotiation theory & application in the business environment, Ch 4 - Preparing to negotiate, Ch 5 - Negotiating in and with bureaucracies, Ch 6 - Negotiating in and with markets, Ch 7 - Negotiating in and with networks, Ch 8 - Negotiation 2.0 in the Twitter Age, Ch 9 - Negotiating ethics and negotiating across cultures, Ch 10, Conclusions
