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Item Details
| Title:
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STRATEGIC NEGOTIATION
AN OPPORTUNITY FOR CHANGE |
| By: |
Gavin Kennedy |
| Format: |
Hardback |
| List price:
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£145.00 |
| Our price: |
£130.50 |
| Discount: |
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| You save:
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£14.50 |
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| ISBN 10: |
0566087979 |
| ISBN 13: |
9780566087974 |
| Availability: |
Usually dispatched within 1-3 weeks.
 Delivery
rates
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| Stock: |
Currently 0 available |
| Publisher: |
TAYLOR & FRANCIS LTD |
| Pub. date: |
28 August, 2007 |
| Pages: |
344 |
| Description: |
A first-rate organizational business plan demands an understanding of the dynamics behind all of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. This book provides information on such negotiations. |
| Synopsis: |
A first-rate organizational business plan demands an understanding of the dynamics behind remuneration, joint ventures, partnerships, alliances, major contracts; in fact, all of the commercial imperatives that will define success or failure over a five-year (or longer) period. And realizing this plan will involve complex and often multi-level or multi-party negotiations. The scale and context of these negotiations requires a level of strategic awareness because the interests of the parties are more complex, the options more numerous, and the outcomes more critical than at a tactical level. Strategic Negotiation is written for senior executives who provide input to or assessment of their organization's medium or long-term planning process, and who are engaged in implementing any aspects of their organization's plans. Part One focuses on the foundations of strategic negotiation: the commercial imperatives - what the organization must do to restructure and resource its operations to achieve commercial success - and the negotiation strategies associated with each. It also explains the logistics of managing complex public and private sector negotiations.Part Two includes the tools for successful negotiation: bid strategies; techniques for analyzing your position before you start and reassessing it during the negotiation; and the negotiation agenda and how to design and compile it. If you are operating at a senior level where negotiations are, by their nature, high value, complex, multi-level and often multi-party, what better guide than Gavin Kennedy, a long-standing world expert on negotiation, and his book Strategic Negotiation? |
| Publication: |
UK |
| Imprint: |
Gower Publishing Ltd |
| Returns: |
Returnable |
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