Strategic Negotiation

Description

A successful organizational business plan is an extremely complex document that 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 and 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 that at a tactical level.

Strategic Negotiation is written for all those senior managers who provide input to or assessment of their organization’s middle or long-term planning process.

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 finally, the negotiation agenda and how to design and compile it.