IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-1-4842-0850-2_15.html
   My bibliography  Save this book chapter

Strategic Framework for Negotiation

In: Advanced Negotiation Techniques

Author

Listed:
  • Alan McCarthy
  • Steve Hay

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.

Suggested Citation

  • Alan McCarthy & Steve Hay, 2015. "Strategic Framework for Negotiation," Springer Books, in: Advanced Negotiation Techniques, chapter 0, pages 143-148, Springer.
    • Handle: RePEc:spr:sprchp:978-1-4842-0850-2_15
    DOI: 10.1007/978-1-4842-0850-2_15
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-1-4842-0850-2_15. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.