Are you identifying the right deals and making them profitable? Or are you haggling over who gets the biggest piece of the pie, rather than working out how to make the pie bigger?
This book will help you identify, develop and safeguard added value, which means that both businesses in the partnership can develop and grow with reduced risk.
Not just any partner and not just any deal will do. An international study based on over 20,000 negotiations revealed that a huge amount of time is wasted on producing deals that are often of only marginal merit. This book will help you identify the deals which are worth doing and set you on the right track to make them profitable.
Negotiating Partnerships will take you through dozens of areas where additional value can be found, to make win-win partnership deals that really work for you. You will learn how to identify opportunities and conclude better deals at the same time as making the other party feel good.
This book sets out key steps to co-operative negotiation so that you have the know-how to achieve profitable partnerships.
The partnering process is one that makes sense in any line of business from online retail to manufacturing via everything in between. As the business environment becomes tougher, and margins are continually shaved this book will help you maintain and grow your existing profit.
In all cases, a partnership should provide better solutions than those currently available to each party separately. With this book you can achieve partnerships, which reduce costs and risks, improve earnings and at the same time reap the benefit of each other's experience, creativity and contacts.
Yes, it is important for the other party in a partnership to be satisfied. But it is your job as a negotiator to try to ensure that you can keep to yourself most of the added value created. This book will help you through this process so that you find and retain good and valuable partnerships.
Table of contents
- Financial Times Prentice Hall
- About the authors
- The gospel of partnership
- Good and bad negotiators – what are the differences?
- Distrust costs millions
- Why co-operation provides better solutions
This is where we look for added value
- The room for negotiation
- A simple model to help you locate the added value
- From public authority to commercial enterprise
- Buying a table
- What can we learn from developments in the furniture industry?
- Benchmarking — or who can you copy?
- Financial variables and conditions
- Learn to see the opportunities and choose a different mode of payment
- Quality and performance, the technical specification of requirements
- Economies of scale
- Purchasing patterns
Negotiations as zero-sum games or as co-operation
- Zero-sum games lead to low-quality solutions
- Co-operation means a bigger stake
- Co-operation makes serious demands on the negotiators
- Subconscious wishes and motives
- Choice of strategy
- How the combative negotiator chooses his strategy
- Five different types of behaviour
- One and the same negotiation is perceived differently
- What are the best negotiation methods?
- Summary: Choice of strategy
- Not everything can be measured and weighed
- What are the prerequisites for a successful co-operation agreement?
- Co-operation risks
- Understanding customers’ needs
The ugly duckling expects a little more ...
- Case Study: NCC Corporation–Partnership is a state of mind
- Competence development
- Credibility training
- Many years’ experience
- Great potential in the building industry
- Insight into the client’s or the subcontractor’s situation
- Savings on fewer disputes
- Public challenge
- Consulting engineers
- New challenges
- Partnerships in real life
- The value of partnering is based on the strength of the employees
- Knowledge of one’s own qualities and costs improves the chance of successful partnering
- The timetable
- Examples of different strategies
- Conclusion — how to become a better negotiator
- Title: Negotiating Partnerships: Increase profits and reduce risks
- Release date: November 2001
- Publisher(s): Pearson
- ISBN: 9780131370234
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