Appropriate Tools for Negotiation Success

Marc Helmold (), Tracy Dathe () and Florian Hummel

Chapter 5 in Successful Negotiations, 2022, pp 113-122 from Springer

Abstract: Summary The industry structure analysis according to the Five Forces Model is a strategic management tool developed by Michael E. Porter. As the name suggests, the model is used to analyze the competitiveness, positioning and attractiveness of a sector or industry. Usually, the analysis of the industry is followed by a detailed strengths and weaknesses (SWOT) analysis. Porter’s industry analysis is used to determine the attractiveness of an industry and one’s negotiating position in conjunction with the strengths and weaknesses analysis. In addition to the industry structure and SWOT analysis, tools such as the risk and opportunity analysis (ROP) or the margin enhancement plan are ideal supplements in negotiations.

Date: 2022
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-658-35701-6_5

Ordering information: This item can be ordered from
http://www.springer.com/9783658357016

DOI: 10.1007/978-3-658-35701-6_5

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().