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Strategic Negotiation
Gavin Kennedy
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?
344 pages
| Media | Boeken Paperback Book (Boek met zachte kaft en gelijmde rug) |
| Vrijgegeven | 15 november 2016 |
| ISBN13 | 9781138263284 |
| Uitgevers | Taylor & Francis Ltd |
| Pagina's | 344 |
| Afmetingen | 245 × 176 × 25 mm · 606 g |
| Taal en grammatica | Engels |
![Cover for Gavin Kennedy · An Authentic Account of Adam Smith (Paperback Book) [Softcover reprint of the original 1st ed. 2017 edition] (2019)](https://imusic.b-cdn.net/images/item/original/399/9783319876399.jpg?gavin-kennedy-2019-an-authentic-account-of-adam-smith-paperback-book&class=scaled&v=1593751294)
![Cover for Gavin Kennedy · Everything is Negotiable: 4th Edition (Paperback Book) [4 Rev edition] (2008)](https://imusic.b-cdn.net/images/item/original/018/9781847940018.jpg?gavin-kennedy-2008-everything-is-negotiable-4th-edition-paperback-book&class=scaled&v=1420480151)
