Negotiating Partnerships: Increase Profits and Reduce Risks

Keld Jensen

ISBN 10: 0273656597 / ISBN 13: 9780273656593

Published by Financial Times/Prentice Hall, 2002

About this Item

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.

Seller Inventory # 21dcccf3-28f0-437f-8082-0c0f3134e16a

Bibliographic Details

• Title: Negotiating Partnerships: Increase Profits and Reduce Risks
• Publisher: Financial Times/Prentice Hall
• Publication Date: 2002
• Language: English
• ISBN 10: 0273656597
• ISBN 13: 9780273656593
• Binding: Hardcover
• Condition: Fine

About this title

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 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.