While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson's specific daily needs. The chapters present material in a factual, step-by-step manner so it is easy to assimilate. The work commences with an overview of the role and importance of skillful negotiation strategy in sales, provides insight into the buyer's perspective, and treats the strategic and psychological aspects of the interaction. It then focuses on the negotiation tactics which are essential for the effective preparation, application, and closing of a sale. While these concepts and skills are recognized as part of the formal negotiation process, Stumm argues that most sales negotiations occur instead in daily informal conversations and presentations, and he shows the reader how to recognize and use these situations for negotiating advantages.

In recent years China and India have captured the world's imagination and many foreign investors are now seeking to capitalize on opportunities in these countries. Yet, negotiation in India and China poses its own set of challenges for foreign investors and they will need to be shrewd, patient, and exercise perseverance if they are to succeed in these markets. The authors highlight the key differences between the two societies and show how these differences affect the negotiating style in each culture. The two countries differ in many respects. China is a Confucian based society while India's cultural legacy is that of Hinduism. China is an authoritarian state while India is democratic. China was never subject to foreign domination of the sort that India experienced. These differences have had a profound impact on their negotiating style and this book analyses the key aspects of such a style and the most appropriate strategies for negotiating in these environments.

This book sheds new light on the current and future challenges faced by cities, and presents approaches, options and solutions enabled by Information and Communication Technologies (ICT) in the smart city context. By focusing on sustainability objectives within a rapidly changing social, economic, environmental and technological setting, it explores a variety of planning challenges faced by contemporary cities and the power of smart city developments in terms of providing innovative tools, approaches, methodologies and technologies to help cities cope with these challenges. Key issues addressed include smart city (e-) planning and (e-)participation; smart data management to facilitate decision-making processes in cities and insular communities on a variety of topics; smart and sustainable management aspects of climate change, water scarcity, mobility, energy, infrastructure, tourism, blue growth, risk assessment; etc. The book presents current and potential pathways and applications for the evolution of smart cities and communities, taking into consideration the unique problems and opportunities emanating from their specific geographical location. The case study examples mainly concern small and medium-sized cities and communities as well as insular areas in the Mediterranean region, while also incorporating lessons learned from other parts of the world. Their focus is on the specific opportunities and threats emerging in these urban and insular environments, which are characterized by their role as globally known tourist destinations, their coastal or port character, and unique cultural resources, as well as the high rated vulnerability in very many sustainability respects (social, economic, biodiversity, urbanization, migration, poverty, etc.) to be found in the Mediterranean region at large

Followed by the previous part (Volume-1), Volume-2 of carbon footprint assessment book deals with the assessment of carbon footprint in different other sectors, which were not dealt in the first part. Attention on Carbon footprint is growing day-by-day from the public, government and media. Certainly it is one of the most important topics in the agenda of every nation, which is trying its best to reduce its carbon footprint to the maximum possible extent. Every manufacturing industry or sector would like to reduce the carbon footprint of its products and consumers are looking for the products which emit lower carbon emissions in their entire life cycle. Assessment of Carbon footprint for different products, processes and services and also carbon labeling of products have become familiar topics in the recent past in various industrial sectors. Every industry has its unique assessment and modeling techniques, allocation procedures, mitigation methods and labeling strategies for its carbon emissions. With this background, volume two of this book has been framed with dedicated chapters on carbon footprint assessment on various industrial sectors, apart from the ones covered in Volume 1. In each chapter, details pertaining to the assessment methodologies of carbon footprint followed in a particular industry, challenges in calculating the carbon footprint, case studies of various products in that particular industry, mitigation measures to be followed to trim down the carbon footprint, recommendations for further research are discussed in detail.

One of the most important issues in developing sustainable management strategies and incorporating ecodesigns in production, manufacturing and operations management is the assessment of the sustainability of business operations and organizations' overall environmental performance. The book presents the results of recent studies on sustainability assessment. It provides a solid reference for researchers in academia and industrial practitioners on the state-of-the-art in sustainability appraisal including the development and application of sustainability indices, quantitative methods, models and frameworks for the evaluation of current and future welfare outcomes, recommendations on data collection and processing for the evaluation of organizations' environmental performance, and eco-efficiency approaches leading to business process re-engineering.

This book is a collection of working papers, policy briefs and training modules, published by the International Poverty Centre in Brazil, which provides a comprehensives set of recommendations for alternative economic policies that can generate growth, employment and poverty reduction in developing countries.

The objective of this book is to explore the relationship between intellectual capital management and the sustainable development of organizations and society. To do so, it introduces readers to the topic of intellectual capital in the context of several connected entities such as organizations, cities and regions, sharing insights that both reflect the status quo and demonstrate the need for further action. In closing, the book presents practical cases to verify the impact of intellectual capital management on sustainable and competitive development.

This book examines various aspects of changes to business behavior through the lenses of the "twin pillars" of sustainability - responsibility and governance. It discusses whether the focus of corporate social responsibility has changed so much that we need to think about redefinitions of key concepts in the field, and analyses both the theory and practice in a variety of ways to enable conclusions to be drawn about the changes needed to any definitions. This approach is based on the tradition of the Social Responsibility Research Network, which in its 15-year history has sought to broaden the discourse and to treat all research as inter-related and relevant to business. This book consists of the best contributions from the 16th International Conference on Corporate Social Responsibility and 7th Organisational Governance Conference held in Derby, United Kingdom in August/September 2017.

Originally published in 1919, this classic work of social psychology introduces the concept of "the herd instinct" in relation to human behavior and explores the fundamental importance of gregariousness among animals as well as among humans. In addition, author Wilfred Trotter incisively draws on the concept of social habit to provide a deeper understanding of the nature of human behavior as well as its affect on the national morale - particularly in times of war. As Trotter noted in his original publication, these ideas may also be of use to "a tired nation seeking peace."

Everybody in business is involved in negotiating internally and externally. The impact of this can have consequences for revenue and profitability, so it is more important than ever to be an effective negotiator for business success. In Making Negotiations Predictable, two global experts give crucial insights into getting it right.

In modern society, it has become increasingly important to consumers that their products be environmentally safe. Green marketing is the most efficient way for corporations to convey that their merchandise is environmentally ethical, which in turn increases profit. Green Marketing and Environmental Responsibility in Modern Corporations is a comprehensive resource for the latest material on the methods and techniques that contemporary industries are employing to raise awareness on sustainable products. Featuring comprehensive coverage across a range of relevant topics such as green consumption, organic food products, supply chain performance, and ecological marketing, this publication is an ideal reference source for professionals, practitioners, academics, and researchers interested in the latest material on sustainable corporate operations.

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.

After reading this book, you will become a stronger negotiator! You will learn how to quickly gain an advantage when negotiating, as the results of being able to read your opponent's body language, and apply counter strategies. You will also discover how to use new tactics and strategies, that will allow you to make more money, save more money, and gain more respect, from those you deal with in your life.

Sustainable entrepreneurship focuses on how the environment is embedded within business practices. This book examines collaboration strategies and initiatives for sustainable entrepreneurs with a wide variety of partners, and demonstrates how they can be used to increase overall performance and achieve global competitiveness. Based on the latest empirical evidence from emerging economies, the book's respective chapters address sustainability issues in connection with knowledge creation and learning, outsourcing, and the roles of universities, consultants, and the public sector.

This volume brings together a range of voices from across the global environmental media community to build a comparative international set of perspectives on 'green' film and television production. Through this, it provides a necessary intervention in environmental media studies that actively foregrounds media infrastructure, production, policy, and labour - that is, the management and practice of media production cultures. Due to its immense sociocultural influence and economic resources, the global screen media industry is at the forefront of raising awareness for the political and social issues resulting from accelerated environmental instability. However, the 21st century relationship between screen media and the environment has another face that demands urgent scrutiny. The advent of the digital age and the vast electrical and Information and Communication Technologies (ICT) infrastructures required to support digital production, distribution, and archiving has resulted in the rapid expansion and diversification of the industry's resource use, infrastructure construction, energy dependency, and consequent waste and emissions production. Addressing these structures is essential to alleviating their environmental and social impact and ensuring that the industry's rhetoric on environmental responsibility is reflected in its practice. As a mitigating counterbalance to the above trends, there has been a heightenedpush for sustainability measures along various lines of industry management, policy, and practice. These initiatives-including the cultural values they reflect, the political economies that form their logic, the managerial and marketing tactics that orchestrate them, and the environmental realities of their implementation-form the central object of inquiry for this collection.

New Zealand and Australia are broadly considered to be countries in which sustainability and responsibility discourses are being pursued by governments and business alike, and in which incentives and initiatives are helping confront and overcome sustainability-related challenges. This book takes a closer look behind and beyond the marketing mantras of both Australia's and New Zealand's "clean and green" campaigns and, on the basis of representative examples and cases, critically evaluates the status quo. The book assesses the effectiveness of sustainability and responsibility models with a focus on the South Pacific and argues that the ways in which issues have been dealt with in this more closely defined geographical region are most likely a good indicator of how similar issues are (or soon will be) dealt with around the globe. As such, the book offers a rich source of cases on sustainability and responsibility in the business arena, a critical review, and an inspirational affirmation of responsible business practice.

This book highlights a number of social sustainability issues at different stages of the supply chain, and demonstrates how these issues can be addressed by adopting social sustainability practices in the manufacturing supply chain. In the wake of emerging social issues in developing countries, research on social sustainability has gained importance for academics and practitioners alike. The three distinguishable social sustainability dimensions in manufacturing that emerge as a result of this research provide insights for supply chain managers and practitioners who might otherwise be unaware of what constitutes social sustainability. A better understanding allows supply chain managers to address these issues more appropriately to increase their supply chain competitiveness in the market. The book presents a social sustainability scale that can be used by practitioners to measure supply chain social sustainability to benchmark their supply chains globally. The research also helps academicians to gain an understanding of the social issues related to the manufacturing supply chain, while the social measures developed serve as reference material for policy-makers and sustainability experts in emerging economies.

Although IT outsourcing is nothing new, it remains surprisingly challenging for professionals. This book assists the IT professional in several areas of the outsourcing process: establishing outsourcing relationships, maintaining and managing the relationship, and finally governing outsourcing projects successfully.

The book examines the status of the Anglophone Caribbean economy and the options it faces as traditional preferential trade arrangements begin to disappear. Two broad options are explored: one is the transformation of primary exports into higher value-added products and the other is a shift in the economic structure toward tourism and other services. The book constructs a model of a potential Caribbean economy, described as a "travel economy." The travel economy is based on two enduring features of Caribbean life--tourism and migration.--and it is meant to provide a benchmark against which to gauge the evolution of the structure of individual economies. The main contribution of this book is a concise and methodological treatment of the issues of transition and adjustment that the Caribbean faces in an increasingly liberalized international trading system.

This book highlights the concept of environmental water footprint in the energy (bioenergy & hydropower) sector and the building/construction sector, focusing on a case study in Iran. It argues and demonstrates that water conservation is one of the most essential elements every industry has to take into account in its sustainability strategy.

Focusing on the structure, processes, and behaviors for a board of directors to ensure good governance, this book examines the behavioral aspects of governance such as how to evaluate and process information provided to the board, how to critically question without de-motivating and how to provide guidance without interfering with management.

This book highlights the Social Life Cycle Assessment (SLCA) of the agri-sector for rice, sugarcane, and cassava in Thailand and the food sector. It also presents a range of models, indices, impact categories, etc. for SLCA that are currently being developed for industrial applications. Though SLCA was introduced in 2010, it is still relatively new compared to environmental life cycle assessment (ELCA).

This book presents conscious business as a constantly expanding and powerful approach to reinvent and shape organizations in a human and beneficial manner. In particular it examines the core characteristics, main drivers and challenges of conscious businesses in Germany. The book offers a structured overview of the current situation of the concept and outlines important issues that need to be considered in order to make independent decisions. Four case studies of successful conscious companies - differing in terms of their size, industry, legal form and international orientation - reveal concrete best practices and provide evidence for the approach's ability to deliver business paradigms that are simultaneously purposeful and profitable.