Strategic Negotiation
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.
- ISBN 13 : 9780566087974
- ISBN 10 : 0566087979
- Judul : Strategic Negotiation
- Pengarang : Gavin Kennedy,
- Kategori : Business & Economics
- Penerbit : Ashgate Publishing, Ltd.
- Bahasa : en
- Tahun : 2007
- Halaman : 317
- Halaman : 317
- Google Book : http://books.google.co.id/books?id=AwuBFyd0fAgC&dq=intitle:strategic&hl=&source=gbs_api
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Ketersediaan :
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 ...