We all negotiate every day, yet few people ever learn how to negotiate. Those who do usually learn the old-school, adversarial approach that is only useful in a one-off negotiation where you will never see the other party again. However, such transactions are becoming increasingly rare because most of us deal with the same people repeatedly-our spouses and children, our friends and colleagues, our customers and bosses. We need to achieve successful results for ourselves while maintaining healthy relationships with our negotiating partners. In today's interconnected world, a win-win outcome is fast becoming the only acceptable result. This book will show you how to get that win-win. You will also learn how to: distinguish interests from positions and uncover hidden interests use negotiating alchemy to create value out of nothing appreciate the beauty of no on your way to yes force your counterpart to consider your needs frame issues to your advantage recognize when to make the first offer make and demand concessions know when to compromise and when to try for something better develop a powerful Plan B so you cannot lose manage emotions, biases, and other psychological pitfalls use common negotiating tactics and counter-tactics overcome an impasse negotiate successfully with powerful counterparts prepare for any negotiation using an eight-step template and much more!

This book examines the law and its development trends in the area of corporate social responsibility (CSR) in Vietnam. It is an important reference in implementing the requirements of CPTPP and EVFTA in Vietnam, and it is also very important in improving the legal framework in Vietnam to comply with international standards, especially in the areas of labor, environment and consumer protection, and in raising awareness of CSR among Vietnamese companies. Many articles in this book analyze and assess the legal status of CSR, thus providing a number of constructive suggestions for improving the relevant laws in Vietnam. Corporate social responsibility is not only the contribution of corporate philanthropy to society, but also the compliance of companies with international standards and national laws in the fields of labor, environment, investment, labor security, social security, etc.  Against the backdrop of Vietnam's growing international integration, the requirement of corporate social responsibility has been, and continues to be, paramount in business activities. It is not only a need at the enterprise level, but is also related to the internationalization of international standards and the improvement of national laws on CSR.

This book examines the sports industry as a broad business and economic sector with an enormous influence on regional economic development. Covering topics such as sports economics, financing sports organizations, sustainability management in sports, sports tourism and doping among athletes, this book provides a timely collection of research and best practices in the areas of sports management and policy. Sports activity is a rapidly growing and evolving industry, offering numerous business opportunities--from the manufacturing of sporting equipment and activity at gyms and sports centers to revenue from sporting events and sport tourism. In order for the varied businesses across the sport industry, whether public or private, to be successful, proper management strategies and policies must be in place. This includes the knowledge of the industry, strategic planning, sector analysis, quality management and sustainable (economic and environmental) use of resources. Featuring case examples from several countries, including Spain, Turkey, Uruguay, Portugal, and Italy, this volume provides international perspectives on a wide spectrum of managerial issues across this dynamic industry.

This book discusses supply chain management, focusing on developments within modelling the dynamic behaviour of the supply chain. Aimed at postgraduate students, researchers and practitioners, this book provides an in-depth knowledge of the dynamics of supply chains. Business trends such as the globalisation process and the increase of competition across many industrial sectors have forced companies to concentrate on their core competences and to outsource those activities in which they do not excel. As a consequence, companies no longer produce and distribute their goods in isolation, but being part of a supply chain or supply network, i.e. a set of interrelated companies who ultimately deliver the goods and services to the final customer. Despite the prevalence of supply chains as the primary form of production and distribution, their performance can be seriously hampered by the complex dynamics resulting from the collaboration and coordination (or lack thereof) among their members. This book provides the reader with modelling tools to understand, analyse and improve the dynamic behaviour of supply chains. It assembles seminal works on supply chain models and recent developments on the topic in order to provide a comprehensive, unified vision of the field for researchers and practitioners who wish to grasp the challenges of supply chain management. Aside presenting the main elements, equations and performance indicators governing the dynamics of a supply chain, and the book addresses issues such as the effect of timely and accurately sharing the information across members, the influence of restrictions on the productive capacities of their members, or the impact of the variability of the lead times, among others. Furthermore, more complex supply chain structures such as non-serial supply networks or closed-loop supply chains are modelled and discussed. Relevant managerial insights regarding the causes of supply chain underperformance, as well as avenues to improve their efficiency can be extracted from the resulting models.

Can innovations in business change society? Can innovations in society change business? These two questions have become critically urgent in recent years, but are rarely considered together. 'Business Models for Sustainability Transitions' therefore asks, can contemplating both concepts together result in a flourishing, sustainable future? Technology alone cannot save us. We cannot consciously consume our way out of trouble. This book represents a start at bridging the dynamic world of business model innovation with the constant and unprecedented transitions underway in the world around us. For researchers, practitioners, and policy makers, the coupling of the two questions has the potential to unlock answers to our grand global challenges with responses that are at the same time rapid and enduring. This work offers unique and considered glimpses into what it may take to harness wide-ranging innovations for the collective good.

When the world reemerges from the COVID-19 pandemic, it seems likely that it will have transformed irrevocably. Can societies already reeling from climate change, income inequality, and structural racism change for the better? Does the shock of the pandemic offer an opportunity to pivot to a more sustainable way of life? Early in the crisis, a global volunteer collaboration called Pivot Projects was formed to rethink how the world works. Some members are experts in the sciences and the humanities; others are environmental activists or regular people who see themselves as world citizens. In The Pivot, the journalist Steve Hamm-who embedded in the enterprise from the start-explores their efforts and shows how their approach provides a model for achieving systemic change. Chronicling the group's progress along an uncharted path, he shows how people with a variety of skills and personalities collaborate to get things done. Through their work, Hamm examines some of today's most important technologies and concepts, such as systems thinking and modeling, complexity theory, artificial intelligence, and new thinking about resilience. The book features vivid, informal profiles of a number of the group's members and brings to life the excitement and energy of dynamic, smart people trying to change the world. Part journal of a plague year and part call to action, The Pivot tells the remarkable story of a collaborative experiment seeking to make the world more sustainable and resilient.

This book is a pioneering work to position the creative city concept within Malaysian urban development discourse. The chapters are written and systematically sequenced to be all-encompassing and comprehensible to audiences both from the academic and non-academic realms. The nascency of creative city development in Malaysia has motivated the timely exploration of the viability of this strategy for selected Malaysian cities (i.e. Kuala Lumpur, George Town, Ipoh, Johor Bahru). The book also discusses the global discourse on creative city and its critiques. This is followed by an overview of Malaysia's macrolevel socio-economic and political structures as well as national policies to frame the Malaysian creative city narrative. The case study chapters are novel, as each Malaysian city unravels its unique experiences and dissects the way the city responds to the creative city agenda amidst local nuances and idiosyncrasies.

Why do people in a business negotiation settle for less than each of them could and should receive? Two rational players face off in an economic game. Each pursues interests as conventional theory dictates, but all too often, the result is suboptimal. Why do they fail to capture what Dr. Young calls the cooperative surplus? Dr. Young proposes that the root of the problem lies in the philosophical assumptions underlying decision and game theory. The common understanding of economic rationality is fundamentally flawed, he says. It assumes that rational players are always self-interested and that they will make decisions on the basis of consequences. Arguing that no theory of economic rationality developed from this foundation can lead to the desired prescriptive results, Dr. Young maintains that a successful prescriptive theory of rationality must start from a different premise: the notion of actors as autonomous agents who act over and above their inclinations to express their identity.

Dr. Young advances his own notion of economic rationality, then seeks to establish rules by which rational economic players can jointly create a common base for business negotiation. The results of bargaining will then be in equilibrium, and a solution optimal to both sides can be reached. Already praised by philosophers in Europe for its innovative vision and practicality, this book is a must for business executives and attorneys engaged in business negotiations, as well as for their colleagues with similar interests in the academic community.

In the last two decades, coastal regions have relatively endured some of the fiercest oceanic and geophysical disasters than the earlier decades. Yet, disaster management governance fails to match the human, nonhuman and environmental calamity which is unfolding in its most frequent and unpredictable pattern. Between the Asian Tsunami of 2004 to the devastating Chennai and Kerala floods of 2018 the socio-industrial-livelihood impact alerts governments towards a greater and more serious compliance to laws for coastal conservation. The United Nations Office for Disaster Risk Reduction (UNDRR) in 2018 had shocking statistics to share as the deaths and damages related to only Tsunami disaster at the coasts to 251,770 and US$280 billions respectively in the last 20 years (1998-2017) as compared to 998 and US$ 2.7 billion in the previous 20 years (1978-1997). Coastal conservation is no more a question of casual governance but has become a need for survival. The region of South Asia which ranks much higher in its vulnerability, weak resilience and relatively undersupplied governance structures ought to take this responsibility on a priority. The spirit of Hyogu Declaration and the Sendai Framework for Action suggests preparedness and resilience building as key approach areas in coastal governance. The book is incomparable in its holistic and transdisciplinary social science based approach to disaster management which links conservation of marine flora and fauna, ecosystems and land management with decision making processes and coastal regulations. These grass root findings from the subcontinent are substantiated by a section on the most powerful court battle on the Kerala Floods as a guideline for readers to discerningly identify an 'Act of God' often used as a veil to hide lack of preparedness, apathy and political greed. This book becomes indispensable reading for anyone involved in research, administration or any level of decision making for the mitigation and prevention of disasters.

This book gathers the proceedings of the Energy and Sustainability 2018 Symposium (EAS 2018) held in Windsor, Canada in June 2018. It brings together the state-of-the-art on specific aspects of the current energy status, and covers a wide range of energy and engineering systems, from internal combustion engines to electric vehicles, from the atmosphere, solar and wind, to underground geothermal and underwater turbines and energy storage. The book demonstrates how conventional internal combustion engines have advanced dramatically in terms of both performance and emissions over the past century. It also studies how life-supporting elements, such as water and greenhouses, must be prioritized and protected to ensure a sustainable future. The book offers a valuable source of information for future leaders, engineers, environmentalists, social forerunners, and decision-makers alike. It also provides a reference guide for both undergraduate and graduate students in engineering, the natural and social sciences, business and economics.

Informed by meticulous research, field experience, and classroom-tested strategies, Dealmaking offers essential insights for anyone involved in buying or selling everything from cars to corporations. Leading business scholar Guhan Subramanian provides a lively tour of both negotiation and auction theory, then takes an in-depth look at his own hybrid theory, outlining three specific strategies readers can use in complex dealmaking situations. Along the way, he examines case studies as diverse as buying a house, haggling over the rights to a TV show, and participating in the auction of a multimillion-dollar company. Based on broad research and detailed case studies, Dealmaking brings together negotiation and auction strategies for the first time, providing the jargon-free, empirically sound advice professionals need to close the deal. Originally published in hardcover under the title Negotiauctions.

Agriculture and food systems, forestry, the marine and the bio-based sectors are at the very heart of the climate change crisis. Evidence on climate change reveals that it will affect farming first, through changes to rainfall regimes, rising temperatures, the variability and seasonality of the climate and the occurrence of more frequent extreme events (heatwaves, droughts, storms and floods). In addition to findings ways to mitigate greenhouse gas emissions, farmers will need to develop farming systems resilient to fluctuating environmental and socioeconomic conditions. It is thus a great challenge to support ambitious climate targets while satisfying the needs for food, feed, bio-based products and energy for a global population projected to reach 10 billion by 2030. Few books on the market integrate environment studies and climate-smart food production. This book fills the knowledge gap by covering all the relevant aspects in one reference: starting with microclimate management, climate change and food systems, and resilience of mixed farming and agroforestry systems, chapters address agricultural soil management, integrated water management in small agricultural catchments, citizen-driven food system approaches in cities, and ICT-enabled agri-food systems. By focusing on the most recent advances in the field while analyzing the potential of already applied practices, this book can serve as a handbook for regulators and researchers looking to understand all aspects of food production and distribution in this changing environment.

The automotive industry constitutes the backbone of the world's economy and employs the greatest share of the working population. It has been contributing to the growth of modern society by satisfying everyday mobility. However, it has been accused of affecting the environment and public health, and thus finding new methods of propulsion for automotives is currently a subject of intense debate. In this volume, the concept of sustainable development has been correlated with the main theoretical framework of production analysis and managerial economics, that is: manufacturing and architecture theories; theory of comparative advantage of design location; design driven and design thinking theories; concepts-knowledge models; rule-based and innovative design regimes; path dependency theory; literature on breakthrough and disruptive innovations; studies on technology competition; reasoned action and planned behavior theories; institutional theoretical approaches; firm growth theories; smart grid paradigm; business model innovation; definition of scenarios through analytic hierarchy process models and consumer framing.
The Greening of the Automobile Industry is one of the products of the research program "Sustainable Development and Automotive Industry," run between 2007-2010 by GERPISA (the Permanent Group for the Study of and Research into the Automobile Industry and its Employees). GERPISA is a French-based international network of researchers in economics, management, history, and sociology, all studying the automotive industry. The GERPISA was formed in 1992 and is made up of 400 members from 27 different countries.

This book aims to cover the multitude of corporate approaches towards mainstreaming biodiversity conservation and ecological management in policies and action plans, and explores the roles of these efforts in achieving national and global targets for the Sustainable Development Goals (SDGs). The book addresses various aspects of corporate actions such as corporate environmental responsibility, green businesses, market-based approaches to biodiversity conservation, and biodiversity trade-offs, and includes concept papers, reviews, and case studies presenting qualitative and quantitative research. Additionally, the text compares and assesses examples of positive and negative impacts of corporate involvement in biodiversity conservation in developed and developing countries to identify innovative approaches, and the best practices and models that can be replicated in diverse environmental conditions. The studies included in the book will help those working in the field of corporate involvement in biodiversity conservation, and outline the strengths and weaknesses of the approaches which will be useful for designing new environmental management action plans in the face of climate change. The book will also be of great value to researchers, academicians, policy makers, civil society groups, policy think tanks, and conservation managers.

This book presents scheduling with a medium- and short-term focus, which makes it possible to capitalize on fleeting market opportunities while simultaneously working to reconcile economic and environmental priorities. It introduces a new mixed-integer approach to hierarchical discrete-time and continuous-time scheduling, combining aspects of production and recycling, forward and reverse logistics as well as emissions trading for multi-stage supply chain networks. Problem-specific variants of relax-and-fix heuristics and genetic algorithms are also proposed. Given its scope, the book provides a range of practical tools and new perspectives for researchers and professionals in the field of supply chain management.

This is the first book to articulate how to address interlinkages among sustainable development goals (SDGs), which are keys to implementing those goals by 2030. At the heart of the book is a resilience approach to the enabling relevant systems, practices, and education and research. While SDGs are well known at different levels from local to global spheres, a major gap can be seen between goals and approaches, as approaches are lacking for addressing interlinkages among SDGs. The United Nations General Assembly in 2015 acknowledged interlinkages as being of crucial importance in ensuring the purpose of the goals. However, few actual approaches have been specified to address the interlinkages or interconnections at both the policy and practical levels. Thus, it is urgent to face the question of how to address the interlinkages by stakeholders-not only policy communities and researchers but also practitioners and students, especially innovators who can go beyond existing boundaries. By highlighting that challenge, this book lays out a path for addressing interlinkages among SDGs by applying a resilience approach to the issues of a sustainable society. The resilience approach has been developed from combinations of different modes of thinking and practices, including the systems approach, systems and design thinking, and resilience thinking and practices. Based on this overarching approach, innovators seek out the relevance of that approach to their SDGs-related practices at the system, local, and educational levels. The book therefore serves as a guide to how the resilience approach can contribute to accelerating implementation of SDGs by 2030.

Praise for Practical Negotiating: Tools, Tactics & Techniques

"Practical Negotiating is an innovative, resourceful, and--as its name implies--practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."
--Terry R. Bacon, President, Lore International Institute and author of "What People Want: A Manager's Guide to Building Relationships That Work"

"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense?prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of effective negotiating right near their desk and phone!"
--Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of "Love' Em or Lose'Em: Getting Good People to Stay"

"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues."
--Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of "Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them"

"Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing isjust like his training--clear, concise, and practical. You can apply the process immediately. A handbook for life, it's?practical, thoughtful, and insightful."
--Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company

"Skip the workshops and buy "Practical Negotiating," After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. "Practical Negotiating" will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended."
--Steve Hopkins, Publisher, "Executive Times"

"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field."
--Keith G. Slater, former director of International Development, Ingersoll Rand

"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools."
--Dr. Rita Smith, Dean, Ingersoll Rand University

Most of us worry that we're not very good negotiators - too quick to concede or too abrupt in our approach. But negotiation is present in almost every social interaction - we cannot avoid it. Neale and Lys present a practical new approach that will help you master this crucial everyday skill in every situation. Instead of focusing on reaching agreement at any cost, Neale and Lys reveal how to overcome our psychological biases and assess the hidden value in any negotiation. They explain how to know what a good deal is; when to negotiate and when to walk away; why keeping a straight face can prevent you from getting the best deal; when to make the first offer and when to wait; and why meeting in the middle can result in both sides being worse off. Drawing on three decades of ground-breaking research into behavioural economics, psychology and strategic thinking, Getting (More of) What You Want will revolutionise the way you approach negotiation. Whether you're looking for a better deal on your new car, asking for a pay rise, selling your company or just deciding who does the washing up, this book will help you become a more successful, more efficient negotiator - and get more of exactly what you want.

This books presents the curricula necessary for sustainability in higher education. It shows how the learning process is transforming in order to promote sustainability. It prepares administrators, teachers and students to diffuse the development in the field, showing a curricula based on three interconnected pillars: the environment, the economic and the social aspects. It contains 8 chapters introducing research advances in the field.

Today, it has become strikingly obvious that companies no longer operate in an environment where only risk return and volatility describe the business environment. The business has to deal with volatility plus uncertainty, plus complexity and ambiguity (VUCA): that requires new qualities, competencies, frameworks; and it demands a new mind set to deal with the VUCA environment in investment, funding and financing. This book builds on a new megatrend beyond resilience, called anti-fragility. We have had the black swan (financial crisis) and the red swan (COVID) - the Bank for International Settlement is preparing for regenerative capitalism, block chain based analysis of financial streams and is aiming to prevent the "Green Swan" - the climate crisis to lead to the next lockdown. In the light of the UN 17 Sustainable Development Goals, what is required, is Theories of Change. Written by experts working in the fields of sustainable finance, impact investing, development finance, carbon divesting, innovation, scaling finance, impact entrepreneurship, social stock exchanges, alternative currencies, Initial Coin Offerings (ICOs), ledger technologies, civil action, co-creation, impact management, deep learning and transformation leadership, the book begins by analysing existing Theories of Change frameworks from various disciplines and creating a new integrated model - the meta-framework. In turn, it presents insights on creating and using Theories of Change to redirect investment capital to sustainable companies while implementing the Sustainable Development Goals and the Paris Climate Agreement. Further, it discusses the perspective of planetary boundaries as defined by the Stockholm Resilience Institute, and investigates various aspects of systems, organizations, entrepreneurship, investment and finance that are closely tied to the mission ingrained in the Theory of Change. As it demonstrates, solutions that ensure the parity of profit, people and planet through dynamic change can effectively address the needs of entrepreneurs and business. By exploring these concepts and their application, the book helps create and shape new markets and opportunities.

The research papers presented in these proceedings volumes cover the latest developments and findings in the fields of mine health, safety, energy, waste management,reclamation and rehabilitation, mine closure and environmental protection. Authors from over 20 countries with backgrounds in chemistry, engineering, technology and management, and hailing from the government, industry and academia, have contributed to this book. The contents of this book will be of interest to scientists, engineers, consultants and government personnel who are responsible for the development and implementation of innovative approaches, techniques and technologies in the minerals industries. It will also benefit academic researchers, as it addresses the latest advances in fundamental research.