by KeldJensen (Author), IwarUnt (Author)
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. As a good negotiators you will learn how to identify these 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.
Format: Hardcover
Pages: 256
Edition: 1
Publisher: Financial Times/ Prentice Hall
Published: 24 Sep 2001
ISBN 10: 0273656597
ISBN 13: 9780273656593
Read this book before your next negotiations if your aim is to increase profit and reduce risks for your company. Flemming Lindelov, PhD, President and CEO, Carlsberg Breweries
Negotiating Partnerships is to be recommended as an excellent resource book both for the experienced negotiator, who needs to see things from a different and new angle, and people without much experience, enabling them to hold their own in a group of superior negotiators. The authors illustrate everything with an incredible number of examples and everyday cases which go to make Negotiating Partnerships very reliable. Jorgen Lindegaard, CEO and President, SAS
The book on partnership is a tremendously important tool for everyone who wants to acquire new knowledge, irrespective of whether they are buying or selling ... The book is extremely well written and is well suited to the needs of managers and staff who wish to familiarize themselves with new knowledge on the nature of partnership. Borsen In my opinion our cooperation with Iwar Unt has meant that we have been able to conclude better deals. He has wide experience in the field of negotiation, his language is clear and always stresses the importance of understanding the negotiation game. I'm looking forward to reading his new book .Hans Bergenheim, CEO, Ikanobanken I have lent 'Partnership' to a couple of colleagues who have also benefited greatly from the reading and I can thus give 'Partnership' my best recommendations. Torben Bjerre-Madsen, CEO, NEG-Micon A/SThis will certainly be one of the most used books on my book shelf. Jorgen Rasmussen, CEO, Schlumberger Scandinavia
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.
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 Moelnlycke.
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