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Strategic Negotiation

By (author) Gavin Kennedy
Format: Paperback / softback
Publisher: Taylor & Francis Ltd, London, United Kingdom
Imprint: Routledge
Published: 15th Nov 2016
Dimensions: w 174mm h 246mm
Weight: 640g
ISBN-10: 1138263281
ISBN-13: 9781138263284
Barcode No: 9781138263284
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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?

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'...an advanced text for people who already have negotiating skills but who need advice on applying those skills...Kennedy does very well at tailoring the content of this text to the needs of his target audience by giving them ample opportunities to apply the information to their individual organizations.' - Legal Information ALERT 'The book is for the senior who provides input to or assessment of their organisation's medium or long-term planning processes, and who are engaged in implementing any aspect of their organization's plans.' - Educational Book Review India