Negotiating Partnerships: Increase Profits and Reduce Risk - Hardcover

Hardcover

ISBN 10: 0273656597 ISBN 13: 9780273656593

Publisher: Financial Times Management, 2002

Synopsis

Authors examine the differences between negotiators who reached easy, quick and profitable partnerships and those whose negotiations were protracted and stressful, and resulted in poor deals or total failure.

About this title

About the Author

Iwar Unt worked for SAAB and Volvo in the 1970s and began looking at how these companies handled their purchase negotiations. Partnership negotiations were not practised at that time. Iwar Unt began to question the procedure used, and he could quickly show that instead of fighting, the parties involved could create significant added values through openness, creative problem solving and dialogue.

He has worked in most sectors around the negotiation table and has solved many different negotiation problems with great success. Iwar has also written a number of books on partnership, negotiation technique and the creation of added value.

Keld Jensen is a partner and CEO of MarketWatch Management, an independent network organization.

He has more than 13 years' management and negotiation experience as an idea generator and CEO of small organizations as well as listed companies.

Through his work in MarketWatch Management, Keld Jensen has recently been co-author of the books Negotiation Technique and The Negotiation Handbook. He has adviced a wide range of leading international organizations, including ABB, Scandic Hotels, Ernst & Young, PricewaterhouseCoopers, Volvo, Rolls-Royce, Swedish Postal Service, BP Amoco, IKEA, SAAB, ERICSSON, Phillips, AstraZeneca and Mölnlycke.

From the Back Cover

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.

Edition details

• Publisher: Financial Times Management
• Publication date: 2002
• Language: English
• ISBN 10: 0273656597
• ISBN 13: 9780273656593
• Binding: Hardcover
• Edition number: 1
• Number of pages: 256
• Editor: Jensen Keld, Unt Iwar