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Books > Business & Economics > Business & management > Management & management techniques > Organizational theory & behaviour
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Strategic Negotiation (Paperback)
Loot Price: R1,685
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Strategic Negotiation (Paperback)
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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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