Strategic Negotiation

By Gavin Kennedy

Book Overview

A first-rate organizational business plan demands an understanding 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. Gavin Kennedy, a long-standing world expert on negotiation, provides guidance for senior executives who are involved in such negotiations. 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. 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.

• Format: Paperback
• Language: English
• ISBN: 1138263281
• ISBN13: 9781138263284
• Release Date: November 2016
• Publisher: Routledge
• Length: 344 Pages
• Weight: 1.21 lbs.
• Dimensions: 0.7" x 6.7" x 9.6"