Strategic Negotiation

Author: Kennedy, Gavin
Brand: Taylor & Francis Ltd
Edition: 1
Binding: Paperback
Number of Pages: 344
Release Date: 15-11-2016
EAN: 9781138263284
Package Dimensions: 9.6 x 6.8 x 0.9 inches
Languages: English

Details:
Strategic Negotiation is designed for senior executives involved in an organization’s medium- to long-term planning and execution. It delves into the complexities of high-stakes negotiations that are essential to business success, covering topics such as remuneration, joint ventures, partnerships, alliances, and major contracts.

The book provides in-depth insights into the strategic awareness required for multi-level or multi-party negotiations where outcomes are critical.

Part One:

• Focuses on the foundations of strategic negotiation, discussing commercial imperatives and negotiation strategies necessary for organizational success.

• Covers the logistics of managing complex negotiations in both the public and private sectors.

Part Two:

• Explores tools for successful negotiation, including bid strategies, position analysis, reassessment during negotiations, and the negotiation agenda.

• Provides guidance on how to design and compile an effective agenda for high-value, complex negotiations.

Written by Gavin Kennedy, a world expert on negotiation, this book is an essential guide for those operating at senior levels where negotiations are multi-faceted and crucial to organizational success.