Strategic Negotiation  book cover
1st Edition

Strategic Negotiation

ISBN 9781138263284
Published November 15, 2016 by Routledge
344 Pages

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Book Description

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?

Table of Contents

Contents: Introduction. Part One Foundations: Strategic negotiation process model; Basics of contracts; Contracting as a bargaining process; Pay, benefits and union negotiations; Managing complex negotiations; Organizational growth strategies; Licensing negotiations. Part Two Tools: Bid strategies for tenders; Requests for proposals. Part Three Applications: Analysis and diagnosis 1; Analysis and diagnosis 2; The negotiation agenda. Epilogue; Index.

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Gavin Kennedy, Professor at Edinburgh Business School, recently retired from full-time academic work, but continues to facilitate courses at the Business School and to undertake negotiation consultancy for major corporates. He has worked with many blue chip organizations in the public and private sectors in the UK and many other countries across Europe, the Middle East and SEAsia, as well as in Australia, the USA and Canada, and South Africa. His experiences as a negotiator and consultant, from operational level for senior managers to strategising, managing and preparing for complex and high-value contracts at Board level for CEOs and directors, have been distilled into numerous books and training resources, including (for Gower) the video Do We Have a Deal?, the training manual Kennedy's Simulations for Negotiation Training and the book Kennedy on Negotiation.


’ 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