Negotiating Partnerships: Increase Profits and Reduce Risk
Keld Jensen
have decided to integrate my interview with Keld (Co-author) and book review together because the book also emphasises the strengths and ideals of Keld`s company Market Watch.
From the back jacket of the book '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.'
The book has definitely made good its promises.
My favourite bits:
Good and Bad Negotiators (Chapter 2), Checklist (pg 63) - These are set out in a very clear manner
Added Value and 4-Step Model (Chapter 5) - My last foray with the term Added Value was while lecturing Macroeconomics! Yet again, the authors expertly highlight these concepts in very workable fashion.
The back Appendix 1 and 2 are also good guidepost to accelerate your application of these models.
This book is authoritative and highlight the experience of the authors. It is essential reading for HR, Management and Corporate Strategists.
A very good business book!
