Negotiators might be born, but great negotiators are made.

This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time.

Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today's competitive marketplace, there is no time for experimentation, nor room to make mistakes.

The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation.

Through case studies, illustrations, exercises, and personal stories, Lowry shows how to:

• Make strategic decisions - move from doing what is comfortable to doing what is most strategic.
• Manage the process - carefully balance the urge to compete with the need to collaborate.
• Deliver the deal - fine-tune the negotiation process to achieve the desired outcome.

This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.

This tenth edition of Hockly’s Insolvency Law has been renamed Hockly’s Law of Insolvency, Winding-up and Business Rescue to reflect the changes to the three main fields that it discusses.

Features distinguishing this tenth edition include these:

• Developments over the last ten years since the previous edition are summarized, including the statutory changes and the decisions of the Constitutional Court and the Supreme Court of Appeal and leading decisions of the High Court.
• In particular, business rescue is now discussed in three chapters, and the company’s compromise with its creditors is discussed in its own separate chapter.
• The introduction encourages readers to consider the need for reforming insolvency law in the 21st century, to read the law with a critical and creative eye, and to ponder the policy choices to be made.
• Chapter 7 on uncompleted contracts has been rearranged, opening with a pigeonholing approach to analysing contracts, followed by a statement of the supporting common law and a discussion of a series of specific contracts analysed according to which of the contractants is now in sequestration or liquidation.
• The text is even more accessible, with extra explanation for readers with limited library access, and the book is available as an e-book.
• Learners with a strong visual sense are shown examples of diagrams and timelines to help analyse complicated sets of facts and apply complicated provisions to them. It is recommended that they should identify the debtor in red in their diagrams.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most – when people’s lives were at stake.

Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

Elgar Advanced Introductions are stimulating and thoughtful introductions to major fields in the social sciences, business and law, expertly written by the world's leading scholars. Designed to be accessible yet rigorous, they offer concise and lucid surveys of the substantive and policy issues associated with discrete subject areas. Providing a comprehensive overview of the key theories and concepts that have guided the field of negotiation for several decades, Leigh Thompson and Cynthia Wang demonstrate how collaborative multi-disciplinary research has enriched the study of negotiation. Key Features: Reviews the fundamental constructs, measures and terms that are widely used in research and teaching Examines how individual characteristics, situational contexts and ethical considerations of the negotiator influence negotiation processes and outcomes Traces the roots of modern negotiation research and theory back to its economic and psychological origins, and outlines how behavioural decision-making and social utility research has shaped the contemporary study of negotiation Cross-disciplinary in scope, this incisive Advanced Introduction will be an invaluable tool for early career academics of psychology, sociology, economics, and communication studies interested in conducting research on and teaching negotiation. MBA students will also benefit from its accessible overview of the history, key constructs and latest findings related to negotiation.

This ground-breaking Handbook uniquely focuses on the business of sustainability, offering a fresh insight and practical solutions to the challenges that businesses face in making human activity sustainable. It is organized into four distinctive themes that cut across levels of analysis and illustrate a rich set of solution contexts that will guide future research. The Handbook on the Business of Sustainability offers a comprehensive review of research and empirical evidence on sustainable business, exploring the importance of private sector engagement and implementation. World leading scholars cover the key areas such as organization, execution and the measurement of outcomes and social impact. The insightful case studies also provide critical context and complement the chapters highlighting emerging practices and solutions for the successful application of sustainability initiatives in business. The Handbook will be an invaluable resource for academics, practitioners, and policymakers to reflect on the 'concept and practice' of articulating and strategizing in order to achieve sustainability targets.

Charming, charismatic, and delightful or manipulative, self-serving, and cunning? Psychopaths are both and that's exactly what makes them dangerous. Bestselling author of the international phenomenon Surrounded by Idiots, Thomas Erikson reveals how to identify the psychopaths in your life and combat their efforts to control and manipulate.

Using the same simple four-color system of behavior classification that made Surrounded by Idiots so popular, Surrounded by Psychopaths teaches readers how to deal with psychopaths in their lives by becoming aware of their own behavior and their weaknesses. Vivid example stories illustrate ways that psychopaths can take advantage of various behavior types, helping readers identify their own weaknesses and be proactive about protecting themselves. Erikson outlines some of the most common forms of manipulation used by psychopaths--and others--to influence those around them. Since manipulation can often be a feature of ordinary, non-psychopathic relationships, the book also includes practical methods and techniques to help readers confront controlling people and rehabilitate negative relationships into mutually respectful ones.

By understanding your behavior as well as the tendencies and strategies of psychopaths, Surrounded by Psychopaths will teach you to protect yourself from manipulative influence in your workplace, social life, and family.

If we want to nurture students as informed, progressive agents of change, we need to adopt non-traditional, transdisciplinary approaches when teaching them about ethics and sustainability. This innovative book demonstrates the best pedagogical techniques and approaches to incorporate sustainability, corporate social responsibility, and ethics in business and law education. Experienced teachers discuss the use of techniques such as Responsible Management Learning (RML) and non-linear decision-making gameplay in education, and find that alternative teaching and learning methods can encourage deep learning, integrated thinking and a transformative consumer research perspective. Forward-thinking, this book emphasises the importance of infusing the values of the United Nation's 17 Sustainable Development Goals into future curriculums, and discusses the eco-centric, embedded, transdisciplinary and personally transformative learning and teaching required to achieve these. With illustrative case studies and real-life reflections from students, it will prove invaluable for researchers of sustainability, corporate social responsibility and business ethics. Its discussions of assessment methods and student wellbeing will also prove a vital resource for educators and policymakers working in higher education in both the UK and internationally.

Key readings which complement the study of organizations and organizational theory. David Knights and Hugh Willmott's carefully chosen readings are always thought-provoking and occasionally controversial. Classic articles as well as more recent pieces are included. As a whole, this book reflects the significant shifts emerging in organization theory today and will help familiarise the student with the competing paradigms central to the study of organizations. Subjects covered include traditional topics such as leadership, strategy and human resource management, as well as emergent areas such as consumption, diversity, environment and globalization. Organizational Analysis will help students learn how to critically analyse original sources and will expand their knowledge of the subject. It is an ideal point of reference for further reading.

Communicating @ work unpacks the various and complex communication challenges in today's multicultural and technological working environment. It is written in a conversational, accessible style, and covers not only a range of communication situations and formats but also uses a holistic, practice-based approach to illustrate the application of effective communication principles in the workplace. Examples, margin comments, provocative chatroom questions and online supplementary material elaborate on concepts and offer down-to-earth guidance on everyday business communication transactions and conduct. Every chapter has been updated with the latest findings and debates. Given the accelerated proliferation of multimodal digital devices and networking opportunities and challenges, the authors have also increased their focus on new media, particularly the role played by social media in business contexts and corporate reputation management. This edition's comprehensive coverage of spoken, written and visual communication for business and industry makes it an ideal textbook as well as a valuable reference in the workplace for professionals.

While many people remain paralyzed by the scope of Earth's environmental crisis, the eco barons--a new, unheralded generation of men and women--have quietly dedicated their lives and fortunes to saving the planet from eco-logical destruction. From the former fashion magnate and founder of Esprit who's saved more rainforests than anyone else to the Hollywood pool cleaner who became the leading force behind a worldwide effort to reduce greenhouse gas emissions, the incredible stories of "Eco Barons" offer proof that a single person's determination and vision can effect monumental change.

This critical book presents ways to improve the impact of corporate sustainability programs on the ecological and social systems that we rely upon. Integrating three decades of multidisciplinary empirical and conceptual research undertaken by three leading management scholars in three countries, this book addresses the current state of, and the prospects for, business to help create a truly sustainable society. Providing a balanced perspective, Salvaging Corporate Sustainability expertly charts the path from the promises of corporate sustainability, to where it has gone wrong, and on to where it needs to go from here. The authors conclude by outlining a research agenda for finding a working balance between free market and formal governance that can yield substantive corporate sustainability programs. Overall, this book will challenge readers to take a broader view of how we use the planet's limited resources and the ways in which corporations can work with their stakeholders and the government to address our global sustainability challenges. Offering new directions for uncovering better ways to increase sustainability through business, this book will be core reading for academics and students of business leadership, corporate social responsibility, corporate sustainability, and strategic management. It will also be useful for practitioners who oversee and implement sustainability practices, helping them to conceptualize how to approach their jobs.

The Role of Multinational Enterprises in Supporting the United Nations' SDGs is an exploration of the place of the private sector in implementing select Sustainable Development Goals. Beyond the abundant literature published by the United Nations and journal articles, there are few book-length treatments of the unique role that multinationals play as facilitators of goal implementation and agents of change. This volume aims to stimulate debate and research on MNEs' best practices, fleshing out many of the seventeen goals through the lens of corporate strategic choices. Sixteen carefully selected chapters present research advances in both study and best practices format, linking disciplines, knowledge systems, and stakeholders' perspectives to support a more sustainable business model and address the varied challenges on the road to the 2030 Agenda. They comprise a balanced mix of research methodologies: comprehensive literature reviews, theoretical frameworks, empirical studies, integrative reviews, and case studies. The book will be of use to advanced students, researchers, practitioners, planners, and policymakers worldwide who are concerned with sustainable development and corporate social responsibility issues through the lens of multinationals. Furthermore, the book is designed to be used in graduate courses in business, economics, public policy and on sustainability and corporate social responsibility.

This insightful Handbook provides a comprehensive overview of the most recent developments in the academic debate on the numerous and complex linkages between international trade and climate change. Adopting a broad interdisciplinary approach, it brings together perspectives from scholars in economics, political science and legal studies to confront the critical environmental challenges posed by globalization. Initial chapters provide an overview of the key debates related to international trade and climate policy, engaging with empirical data from the US and China to assess the impact of new trade initiatives and policy on greenhouse gas emissions, carbon leakage and the increase of trade in carbon-intensive products. Contributors propose policy options that align international trade with climate change mitigation and address crucial legal and practical implications, including the implementation of Border Carbon Adjustments and international trade disputes. Offering critical and empirically-based perspectives on the future of international trade policy, this timely Handbook is crucial reading for scholars, researchers and graduate students in political science, public policy and climate research. Policymakers will also benefit from its unique and insightful policy recommendations.

Outlining both historical foundations and the latest research trends, this Research Handbook offers a unique and cutting-edge overview of the numerous avenues to responsible management. Opening with a conceptual mapping of the field, thought leaders such as Henry Mintzberg and Archie Carroll present foundational and controversial views. Frameworks such as sustainability management, responsible leadership, humanistic and biomimetic management are introduced. Glocal approaches include responsible management with Chinese characteristics, West African Yoruba, and American Pragmatism. Exploring frameworks for the responsible management process, such as theories of practice, and for responsible management learning and innovation, readers are introduced to key methods responsible management research, such as participatory action research. Groundbreaking in scope and depth, this Handbook caters to the responsible management research community, particularly to the Academy of Management and to United Nations PRME signatory business schools. Policymakers and practitioners will benefit from its insight into the latest advances in responsible management research. Contributors include: N.J. Adler, S. Almeida, O. Andrianova, E. Antonacopoulou, J.M. Bartunek, M. Beckmann, A.J. Beveridge, L. Bizzi, V. Blok, N. Bocken, L. Carollo, A.B. Carrol, R. Colbourne, M. Constantinescu, F. Cooren, S. Dmitrieva, S. Dmytrev, R.E. Freeman, P. Fu, M. Gentile, S. Gherardi, L. Godwin, J.F.S. Gomes, M. Guerci, T. Hahn, E. Inigo, D. Jamali, H. Jiang, D.A. Jones, M. Kaptein, S. Kennedy, D. King, N. Kuriyama, O. Laasch, C. Land, N.E. Landrum, K. Langmead, T.B. Long, S. Looser, J. Mair, M. Manidis, T.M.G. Marques, L. McCarthy, T. Mead, D. Mele, S. Mena, J.P. Mika, H. Mintzberg, N. Nguyen, W. Ocasio, O. Ogechi, K. Ogunyemi, E. Osagie, T. Padan, S. Parker, I. Pavez, M. Pirson, O.M. Price, S. Pulcher, Q. Qu, M. Racz, N. Radoynovska, A. Rasche, H. Rintamaki, D.E. Rupp, S. Schaltegger, A. Strati, C. Stutz, R. Suddaby, C. Tams, S. Tams, H. Trittin, C. Van der Byl, E. van Mil, R. van Tulder, S. Waddock, R. Wesselink, C.R. Willness, B. Yang, I. Yi Ren

The Handbook of Sustainable Innovation maps the multiple lineages of research and understanding that constitute academic work on how technological change relates to sustainable practices of production and consumption. Leading academics contribute by mapping the general evolution of this academic field, our understanding of sustainable innovation at the firm, user, and systems level, the governance of sustainable innovation, and the methodological approaches used. The Handbook explores the distinctiveness of sustainable innovation and concludes with suggestions for generating future research avenues that exploit the current diversity of work while seeking increased systemic insight. This unique and original book will have a broad appeal among scholars, researchers and advanced students interested in innovation, environmental studies and technological transitions.

The important yet contradictory role of innovation in society calls for a philosophy of innovation. Critically exploring innovation in relation to values, the economy and social change, Rafael Ziegler proposes a collaborative theory and practice of innovation that aims to liberate possibilities for our common futures. Following cues from the arts and drawing on the innovation literature across the social sciences, this book exposes pro-innovation bias and the gospel of disruptive change. Not only entrepreneurs but also civic networks and tinkerers are discussed as sources of innovation, and social change as a balancing act of innovation, exnovation and restoration. The discussion of capabilitarian, communitarian, liberal, republican and socialist ideas of justice and innovation leads Ziegler to a transformative proposal: 'enough innovation' based on enough for all and with respect for all. This is a thought-provoking read for scholars working on sustainability-transformation, democratic, responsible and social innovation, and philosophy of economics.

We may be standing at the precipice of a revolution in propulsion not seen since the internal combustion engine replaced the horse and buggy. The proliferation of electric cars will change the daily lives of motorists, boost some regional economies and hurt others, reduce oil insecurity but create new insecurities about raw materials, and impact urban air quality and climate change. If you want to understand how quickly the transition is likely to occur, and the factors shaping the pace of the transition, this book delivers with a candid, illuminating style. The invention of the lithium-ion battery and its adaptation to the auto sector set the stage for the exciting proliferation of electric cars, beginning with California and Norway. This book focuses on the period from the oil crises of the 1970s to the present, tracing the development of this entirely new industry and its critical supply chain. John Graham delves into the major societal concerns, economic rationales, governmental policies and corporate strategies. He emphasizes that consumer concerns slowed the pace of the transition while spurring more innovation and new policies to persuade reluctant consumers. And he explains why the transition is now occurring much faster in China and Europe than in Japan and the United States. More broadly, the book tells the story of many successes and failures in public policy, technological innovation and corporate strategy. This book provides an in-depth understanding of how people on every continent in the world are contributing to the new electric-vehicle industry, including the raw materials, battery components, electric motors and charging stations. Faculty, students and researchers will appreciate the integrated treatment of the technical, economic, political and international issues. For the practitioner in industry, government and civil society, the book is an engaging look at the roles of key decision makers and organizations, both those favoring electric cars and those opposed.

Supply chain management has long been a feature of industry and commerce but, with increasing demands from consumers, producers are spending more time and money investing in ways to make supply chains more sustainable. This exemplary Handbook provides readers with a comprehensive overview of current research on sustainable supply chain management. Multi-disciplinary in scope, the Handbook includes contributions from over 70 expert authors from a variety of areas including management, engineering, accounting, policy studies, innovation, and marketing. Chapters analyze the three core areas of sustainable supply chain management: environmental, economic, and social. The Handbook explores broad themes such as globalization and general organization strategies as well as examining more particular topics including particular industries, social and regulatory dimensions, and technological advances. Scholars and advanced business and management students will greatly benefit from the depth of analysis in this Handbook as well as the suggestions for directions for future research and practice. Written in an accessible style, it is also ideal for practitioners and government agencies seeking solutions to practical issues regarding sustainable supply chain management. Contributors include: A.Y. Alqahtani, M.A. Ates, S.G. Azevedo, C. Bai, P. Beske-Janssen, C. Brix-Asala, L.M.S. Campos, V. Carbone, L. Carmagnac, H. Carvalho, H.K. Chan, H.S.Y. Chen, T.C.E. Cheng, S.K. Cho, J. Dai, N. Darnall, L. Ellram, B. Fahimnia, Y. Feng, S. Goodarzi, D.B. Grant, J.H. Grimm, C. Groening, S.M. Gupta, A. Gurtu, I. Haavisto, A. Halldorsson, J.S. Hofstetter, J. Hou, J. Hu, S. Hudson, S.E. Ibrahim, C.J.C. Jabbour, M.Y. Jaber, A.D. Joshi, A. Jug, R.U. Khalid, G. Kovacs, K.-h. Lai, S. Liedke, J.J. Lim, M.K. Lim, J. Liu, A.B. Lopes de Sousa Jabbour, E. Marsillac, L. Meade, S.A. Melnyk, V. Moatti, A. Presley, J. Rezaei, Y. Sadaat, J. Sarkis, S. Schaltegger, D.G. Schniederjans, C. Searcy, S. Seuring, S. Shaw, R. Sroufe, C. Sundgren, K.H. Tan, W. Tate, M.-L. Tseng, D.A. Vazquez-Brust, M. Varsei, A. Vilmar, J. Wehner, E.W. Welch, M.G. Yalcin, A.Z. Zeng, F. Zeng, Q. Zhu, Q. Zhu

In this ground-breaking Research Handbook, leading international researchers analyse how negotiators' gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration. The Research Handbook offers helpful insights to negotiators and forges a path for future research. The first section highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. Chapters discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates. Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field. Contributors include: E.T. Amanatullah, J.B. Bear, L. Berg, J.E. Bochantin, H.R. Bowles, T.H. Burns, A. Dickson, A.L. Elias, K.R. Gallagher, B.A. Gazdag, M.P. Haselhuhn, H. Jazaieri, J.A. Kennedy, S. Kesebir, D. Kolb, L.J. Kray, C.T. Kulik, S.Y. Lee, M. Liu, B.A. Livingston, S. Mor, M. Olekalns, J. Overbeck, M. Pillutla, T.L. Pittinsky, J. Qiu, L. Ramic-Mesihovic, I.Y. Ren, S.W. Ryu, A. Sabanovic, Z. Semnani-Azad, W. Shan, R. Sinha, A.F. Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. Zervos

Economies around the world have arrived at a critical juncture: to continue to grow fuelled by fossil fuels and exacerbate climate change, or to move towards more sustainable, greener, growth. Choosing the latter is shown to help address climate change, as well as present new economic opportunities. This Handbook provides a deeper understanding of the concept of green growth, and highlights key lessons from the experience of green transformations across the world following a decade of ambitious stimulus packages and green reforms. With comprehensive chapters from key researchers in the field drawn from across the globe, the Handbook on Green Growth offers up to date and original analysis of the many facets of the phenomenon of green growth. Is economic growth desirable? When can economic growth and environmental policies work together? What are the key factors that will achieve green growth? What will be the multiple impacts of green growth? And, what have been the experiences of economies that have undertaken a green transformation? This Handbook will be a key resource for students and academics interested in economics, environmental and ecological studies, as well as for those specialising in environmental policy. It will also be a valuable tool for policy makers concerned about the dual objectives of stimulating economic growth and addressing environmental damage.

Personal Sustainability Practices is a collection of 19 academic and practitioner perspectives on the topic of faculty personal sustainability. The book addresses the issues of whether, how, where, and when faculty who teach, research, consult, and perform academic and community service are, or need to be, practicing and communicating their own sustainability behaviors to students and other stakeholders. The contributors represent multiple countries, disciplines, academic levels and affiliations, and orientations on those issues and on the 17 United Nations Sustainable Development Goals related to their personal sustainability practices. The chapter contributions highlight the several main concepts of systems, internal and external integration, curriculum development, and social movements. The key takeaway is that many sustainability scholars are practicing and communicating a wide variety of sustainability actions but that greater consistency and frequency among faculty sustainability values, expression, and actions are generally possible and necessary, and that further exploration of this overall topic is encouraged. Current faculty and doctoral students in the field of environmental or socio-economic sustainability, as well as business, government and nonprofit organization executives who interact with said faculty, will be inspired by the examination of values and personal practices.

In business, does it pay to be good? Drawing from two decades of published conceptual and empirical scholarship, this book outlines the mechanisms of the business case for corporate social responsibility and demonstrates the conditions that cause good corporate acts to succeed, or fail, in turning a profit. Central to the explanation is the role of stakeholders, who are portrayed as agents who can turn corporate ''good into gold'' but lack the capacity to do so consistently. This book takes a critical perspective, noting significant limits on the ability of stakeholders to reward good corporate behavior and rein in bad corporate acts. It concludes with several ways that scholars can improve this important and popular research topic. Using arguments built from two decades of highly cited and award-winning published scholarship, Michael L. Barnett uses strong theoretical building blocks and a well-vetted critical perspective to chart the boundaries of the business case for corporate social responsibility. The original introduction organizes and integrates this world-class research into a coherent and convincing story, while the original concluding chapter takes the reader beyond the current literature and provides a path forward that can build a better business case. A multifaceted mix of conceptual and empirical work across levels of analysis (individual, firm, and industry) provides a comprehensive perspective, warts and all. This critical and approachable collection will be a key resource for management scholars, from doctoral students to senior professors, whether they seek to gain a foothold on the core topic of the relationship between business and society or wish to find a way to add to this rich literature. The book would fit as a resource in doctoral seminars and university libraries. Consulting firms and practitioners may also take interest, as they prepare for, and prepare others for, leadership roles in corporations.