 Strategic Framework for NegotiationAlan McCarthy and Steve Hay Chapter Chapter 15 in Advanced Negotiation Techniques, 2015, pp 143-148 from Springer Abstract: Abstract In working with our clients around the world we have found that ineffective negotiation is often due to the lack of an adequate framework to plan, guide, and support successful negotiations. Our commercial clients range from large international companies where you might expect there to be an effective support framework to small enterprises where you may not be surprised to find no adequate internal advice or processes to allow negotiations to be more successful. Most of these organizations know they must maintain an effective business strategy; they recognize the importance of creating a relevant purchasing strategy and put a lot of thought into their sales strategy. However, many do not seem to realize that it is equally vital to develop a negotiation strategy for the whole organization. We often see organizations drift into negotiations without being properly prepared because they failed to recognize that the process of buying or selling had flipped into the process of negotiation. Keywords: Large International Companies; Effective Business Strategy; Organizations Drift; Negotiation Concepts; Dialogue Mode (search for similar items in EconPapers) There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4842-0850-2_15 Ordering information: This item can be ordered from DOI: 10.1007/978-1-4842-0850-2_15 Access Statistics for this chapter More chapters in Springer Books from Springer |
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