Praise for Beyond Dealmaking

"Every potential rainmaker and savvy competitor needs Melanie Billings-Yun's GRASP method for negotiation. You'll never have to search for leads again. I highly recommend this book."
--Jeffrey J. Fox, author, How to Be a Rainmaker, Rain, and How to Be a Fierce Competitor

"Stepping back from the details of the deal, Beyond Dealmaking focuses on the bigger picture--engaging people to work together in an authentic way to resolve issues. Dr. Billings-Yun's accessible approach offers negotiators more than merely how to 'get to yes' but, more importantly, how to stay there."
--Carol Frohlinger, coauthor, Her Place at the Table: A Woman's Guide to Negotiating Five Key Challenges to Leadership Success, and co-founder of Negotiating Women, Inc.

"The concepts advocated in Beyond Dealmaking are spot on, particularly for global negotiations and joint ventures such as ones I routinely dealt with in mergers and acquisitions. Attention to productive relationships is one element that consistently crosses cultures and geographies. Dr. Billings-Yun captures the essence of a complicated topic concisely, with concrete examples that bring it to life and a conversational tone that makes it a leisurely read."
--Jacqui Winship, director, Corporate Strategy and Business Development, Whirlpool Corporation

"Melanie Billings-Yun has produced an innovative, refreshing approach to negotiation based on her years of practical experience around the world. She treats negotiation as an on-going process that forms the core of a successful relationship, not as merely a free-standing transaction. Beyond Dealmaking takes us beyond 'yes' to build the sort of trust that ensures success."
--Stephen Bosworth, dean, The Fletcher School of Law and Diplomacy, Tufts University

"Finally, a clear-eyed how-to book that understands that negotiation is not just about terms, but about people. Beyond Dealmaking shows us how to make lasting agreements based on understanding, fairness, and respect. Filled with fascinating stories of negotiations of every type, this is a book that everyone can learn from to improve their work and their lives--and maybe even ease the burden on our overloaded courts."
--Betty Roberts, arbitrator, mediator, and former Oregon Supreme Court Justice

"I am delighted to see a considered and sustainable approach to negotiation that understands that actions, words, and fairness have an impact that continues far beyond the signing of a deal."
--Edward C. Prescott, Ph.D., professor, and winner of the Nobel Prize for Economics

This book uses case studies to highlight the environmental water footprints in the agricultural and livestock farming sector, and those of consumer products. Water conservation is a major element of every industry's sustainability strategy.

PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that's asking for a raise, pitching an idea or deciding who gets the coffee. The Leader's Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations. 'An entertaining, immediately useful book that goes beyond advocating for win-win - Simon Horton shows us how to get there.' Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take 'Reading this book has made me think about how I negotiate and I have learned a lot... If you want to benefit your relationships while improving your business, then this is worth studying.' Simon Woodroffe, founder of Yo!

Given the emergence of sustainability as the defining issue of our time, it is essential for university graduates, and especially business and economics students, to have a fundamental grasp of the key issues in this emerging multidisciplinary field of study. Nemetz provides a comprehensive, detailed overview of the interlinked economic and ecological concepts central to this new discipline. Accompanying the introduction of the underlying theory is a broad array of real-world supporting data from Asia, Europe and North America. This volume also features a chapter on the threat of emerging pandemics and their significance for the achievement of a truly sustainable world. This book accentuates the value and importance of a strong sustainability approach in an age of climate change emergency. It is an ideal companion for instructors and students of sustainability in business, economics and related disciplines such as geography and political science.

This book contains a collection of teaching cases that study and emphasise how twenty-first-century businesses address and satisfy the needs and wants of socially conscious consumers while remaining profitable. This book explores the practise of marketing for societal benefit through real-life case studies. It provides a critical understanding of marketing approaches such as social marketing, sustainability marketing, and other practises of a similar nature. This book is made up of both long and short real-life cases from various industries, with varying degrees of difficulty.

We live in unprecedented times. Climate change and ecosystem collapse are altering our world beyond recognition, and a growing global population is exacerbating the pressure on the resources that power our economies. How should the private sector respond to the new risks and uncertainties of our Crowded Planet? Frugal Value contests the notion that companies can rise to the great challenges of our time by adopting so-called 'sustainable business' practices. Instead, the acute ecological crisis requires an all-round rethink of what business does, and how it does it. This book explores what business responsibility looks like today, and how it could be put into practice through far-reaching changes to companies, ranging from new approaches to product design and business models to reconfiguration of operations and innovative ownership structures. Frugal Value provides practitioners and scholars with the perspective and tools they need to design companies that help drive the socio-economic changes so urgently required for a sustainable and just world.

This book explores the overlapping interests of corporate responsibility and sustainable development, specifically focusing on the dynamics of social change, sustainability governance and evaluation, and creating social value. Corporate Responsibility and Sustainable Development: An Integrative Perspective draws on ideas and research relevant to both concepts, highlighting the interdependent nature of corporate strategy and policymaker ambition. The authors seek to capture that any evaluation of responsibility for sustainable development demands multiple lenses. They propose an integrative understanding to tackling global challenges around sustainable development and focus on four themes: contextualisation; perspectives on social change; sustainability governance and evaluation; and creating social value. Overall, the book takes an evaluative approach, using these themes as lenses for engaging with global challenges, which encourages reflection and informed action. Written by two highly experienced authors, this book integrates short case studies and chapter questions throughout the text, in order to reinforce learning and help readers reconcile ideas presented with real world issues. It will be an essential resource for tutors and advanced undergraduate and postgraduate students of business, governance and corporate governance, corporate social responsibility (CSR), sustainability and sustainable development, stakeholder theory, business ethics, and politics.

This book examines the paradox that resource-rich countries often struggle to manage their resources in a way that will help their economies thrive. It looks at how a country's political regime and quality of governance can determine the degree to which it benefits - or suffers - from having natural resources, shifting away from the traditional focus on economic growth data to study the complex implications of these resources for human well-being and sustainable development. To this end, Acar examines a panel of countries in terms of the effects of their natural resources on human development and genuine saving, which is a sustainability indicator that takes into account the welfare of future generations by incorporating the changes in different kinds of capital. Acar finds that the exportation of agricultural raw materials is associated with significant deterioration in human development, while extractive resource exports, such as energy and minerals, have negative implications for genuine savings. Next, the book compares the development path of Norway before and after discovering oil, contrasting it with Sweden's development. The two countries, which followed almost identical paths until the 1970s, diverged significantly in terms of per capita income after Norway found oil.

Shared value is a management strategy in which companies find business opportunities in social problems. While philanthropy and CSR focus efforts focus on "giving back" or minimizing the harm business has on society, shared value focuses company leaders on maximizing the competitive value of solving social problems in new customers and markets, cost savings, talent retention, and more. This book takes the concept of shared value to the next level, with the concept of "Me to We" (also abbreviated as "M2W") and discusses the current state of the business-environment-government relationship and shows how the shared value model can contribute to each entity. Citing real cases and examples from multiple industries, the authors show that shared value promotes shareholder interests while serving as a successful business strategy. Chapters explore the emerging phenomenon of shared value, the shareholder-stakeholder comparisons, the role of government in the stakeholder environment, shared value as it related to competitiveness, and operational issues such as implementation, communication, and leadership in their relationship to shared value. Readers will find useful strategies of Me to We and its implementation by firms that have become leaders in their market. They will receive ideas and insights into business strategies that will overshadow CSR activities as a differentiation or brand development strategy of the past. Featuring interviews with corporate executives offering their perspectives on shared value, this book will discuss shared value within the context of business and society, competitiveness, and globalization.

Everybody negotiates at various points every day, be it in life or business, and it's important to get it right. On average, people leave about 20% of potential mutual gains untapped in any negotiation. This is akin to taking 20% of the value in any deal and dumping it into a garbage canister. Finding that hidden 20%, the "sweet spot," is a skill that takes practice but is also one that anybody can learn. Leigh Thompson offers best practices and tools within this book to use in daily negotiations and conflict situations. She calls these strategies "hacks" because they work but don't require a lot of investment, training, expense, and time. You don't have to be a CEO, senior VP, or regional brand manager to learn how to find the sweet spot in life's negotiations. In Negotiating the Sweet Spot, benefits include learning the following: Understanding where the sweet spot is in the deals you negotiate Adopting a big-picture mind-set when approaching any negotiation Seeing negotiations less as win-lose battles and more as opportunities to use problem-solving skills Utilizing a tool kit of "hacks" that will work in any negotiation and have been proven effective by a top expert in the field Negotiating the Sweet Spot walks people of all skill and experience levels through simple and proven techniques that are sure to result in better outcomes for all parties and that uncover the hidden value that exists in any negotiation.

This book discusses the concept of sustainability valuation, a method in which corporate social responsibility (CSR) among other factors is embedded in the cash value of a given firm. It proposes a new, holistic way of representing sustainability in a theoretical framework, and discusses the role of policy in determining a firm's cash value. Moreover, it addresses the method's potential, the challenges involved in its practical application, and how it can be adapted to specific cases. By shaking up the field of firm valuation in an era characterized by global sustainable development, the book makes a valuable contribution to the available literature on finance, sustainability science, and policymaking.

In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation - research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas - and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes - cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

The book includes empirical research papers and case studies embracing human capital, relational capital and structural capital in context to services and manufacturing sectors. It will highlight on the sustainable business practices manifested in the work culture, values and beliefs in context to rural regions. From a learning and managerial perspective, the book will identify effective business practices in varied service and manufacturing sectors significant for sustaining business performance and competitive advantage.

Negotiation is an essential business skill; but do you really know how to do it really well? This is your simple, straightforward and empowering guide to effective business negotiations will help you get the result you want - first time, every time.

In today's digital age, where we are bombarded with more information than ever before, the power to influence has never been more important. whatever walk of life, you will need to draw on your influencing skills to get people to agree with your point of view. 'The Influence Book' is an inspiring and engaging handbook packed with expert advice, practical tools, and exercises to help you become a master of influence. This book will help you develop your emotional intelligence so you can become a highly skilled influencer in all areas of your life - whether you're influencing customers, colleagues, family, or friends.

Winner of the Gold Axiom Business Book Award 2019 in the Philanthropy / Non Profit / Sustainability category. Over the past 30 years, the world has seen great social improvements. Technology has been developing at an enormous pace and is helping to solve our most pressing social and environmental challenges. Yet, despite this success, our current model of development is still deeply problematic. Natural disasters triggered by climate change have doubled since the 1980s, violence and armed conflict now cost more than 13 percent of GDP, social inequality and youth unemployment is worsening around the world, and climate change threatens the global population with tremendous environmental as well as social problems. Using the United Nations Sustainable Development Goals as a framework, this book sets out how business and capital now have a real opportunity to help resolve these problems. With clear and plentiful examples and cases of how businesses are making a difference, relevant facts and figures to support the cases, and inspiring and instructional information on how businesses can create sustainable value, this highly readable book is a must-read for businesses (large and small) that wish to genuinely support the delivery of the SDGs. The Paris Climate Agreement and the Sustainable Development Goals (SDGs) drive change and offer a narrative and an opportunity to all to speak in one language on sustainability. They provide us with a clear set of targets for 2030. Through following the SDGs, opportunities abound for business and capital to unlock markets which offer endless potential for profit while at the same time working towards the Sustainable Development Goals. This book illustrates for business how to make the much-needed Trillion Dollar Shift.

Global communities have arrived at a critical crossroads. The planet is heating up at a historically unprecedented rate and the ecological conditions sustaining vast species, including our own, are poised at irreversible tipping points. Time is up to avoid climate and ecological catastrophe. In such dire circumstances, 'business as usual' - and by extension 'politics as usual' - can no longer be accommodated. The Extinction Curve charts the dynamics of the economic and social relations driving this perilous climate endgame. Recent economic crises have fractured consent over the consequences of growth and globalisation, and political fracturing is now at a defining moment. Ultra-right nationalism, shaped by the vested interests of a tiny minority at the expense of the global majority, threatens descent into a darker and more fortressed world. In contrast, enhanced progressive and environmental activism presents hope of an alternative course. The 50-year attempt by the mainstream environmental movement to create a greener capitalism has failed to reach the required objectives. This book argues that reversing the extinction curve requires ending the growth pandemic embedded within the core of capitalism as a mode of production and consumption. It maps fresh directions for a democratic social, economic and sustainable ecological transformation in the interests of the global majority and, crucially, demonstrates how this can be achieved.

Fundamentals of Sustainable Business begins by briefly outlining the legacy of environmental and social failures that have arisen as a result of conventional business practices, and then describes the coalescence of a broad-based contemporary redesign of business that has been called 'The Next Industrial Revolution'. Championing the long-term interests of business, community, and the natural world, the book's vision of intelligent reformation is unlike any previous human endeavor.The book synthesizes a diverse collection of movement components, including some original concepts, and provides a comprehensive and definitive source for understanding the emerging and complex phenomenon of sustainable business. This work challenges many long-held assumptions involving the relationship of the natural world and humankind as well as the fundamental approaches to business. Several current real-world business ventures that embody many of the proposed revisions are described. Without political bias, the second edition critiques the various emerging brands of sustainable business practices and provides the reader with a clear understanding of the essential design components that would provide the conceptual framework for a prosperous and healthy world for all generations of all species for all time.

This volume brings together scientific experts in different areas that contribute to the railway track and transportation engineering challenges, evaluate the state-of-the-art, identify the shortcomings and opportunities for research and promote the interaction with the industry. In particular, scientific topics that are addressed in this volume include railway ballasted track degradation/settlement problems and stabilization/reinforcement technologies, switches and crossings and related derailments causes, train-induced vibrations and mitigation measures, operations, management and performance of ground transportation, and traffic congestion and safety procedures. The volume is based on the best contributions to the 2nd GeoMEast International Congress and Exhibition on Sustainable Civil Infrastructures, Egypt 2018 - The official international congress of the Soil-Structure Interaction Group in Egypt (SSIGE).

This edited book discusses lean production as a suitable platform for global development by developing systems and products in a quicker, costless and sustainable way and educate people for a lean consumption. Lean thinking principles are totally and synergistically aligned with a lot of disciplines and current issues such as logistic, supply chain, construction, healthcare, ergonomics, education, project management, leadership, coaching, startup, product development, farming and sustainable development. Lean-Green is particularly related to this last issue, sustainable development, the first global challenge for humanity that are totally connected to all remaining 14 global challenges because they are interdependent. Attaining these challenges could bring solutions for the 17 Sustainable Development Goals. Lean Production and Consumption have an important role in providing these solutions, by systematically reducing wastes in all activities performed, and at the same time, instruct people in having a lean consumption. The target audience primarily comprises research experts in lean management, but the book may also be beneficial for practitioners alike.