Strategic Negotiations for Sustainable Value

The challenges that negotiators face Two

DOI: 10.4324/9781003001010-2

The challenges that negotiators face

Overview of relevant themes

• Uncertainty as a faceless topology
• Embedded in networks
• Creating and capturing sustainable value

Think about the impact of these three relevant themes on companies. What are other specific challenges that companies face? Think about pandemics, climate change and economic crises. Consider the tremendous uncertainty that individuals and organisations face. Increasingly, individuals and organisations realise that they cannot address their challenges alone. No business is an isolated island. Individuals and organisations are embedded in networks. They need to negotiate with other individuals and organisations ...