Strategic negotiation
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 ar…
Read More ↓Title Statements
- Full title :Strategic negotiation / Gavin Kennedy.
Summary
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.
Read More ↓Edition Statements
- Publication Date:2016.
Publication Statements
- Publisher(s):Routledge Taylor & Francis Group
- Place of Publication:Milton Park, Abingdon, Oxon
- Language:eng
- Publication Date:2016.
Notes
Originally published: Gower Publishing, 2007.
Includes index.
The Physical Object
- Description:1 online resource
Edition Identifiers
- ISBN:9781351897655, 1351897659, 9781351897648, 1351897640
- oclc:ocn974642415
- LC Classification:HD58.6
- Dewey Decimal:658.4/052
Table of Contents
pt. I. Foundations -- Ch. 1. Strategic negotiation process model -- Ch. 2. Basics of contracts -- Ch. 3. Contracting as a bargaining process -- Ch. 4. Pay, benefits and union negotiations -- Ch. 5. Managing complex negotiations -- Ch. 6. Organic growth strategies -- Ch. 7. Licensing negotiations -- pt. II. Tools -- Ch. 8. Bid strategies for tenders -- Ch. 9. Requests for proposals -- pt. III. Applications -- Ch. 10. Analysis and diagnosis 1 -- Ch. 11. Analysis and diagnosis 2 -- Ch. 12. The negotiation agenda.
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