Negotiating for Success
Essential Strategies and Skills
Number of pages: 168
Publisher: The Strategy Business , Van Rye
BBB Library: Sales and Marketing, Communication
ISBN: 9780990367192
Editorial Review
We all negotiate on a daily basis. We negotiate with our spouses, children, parents and friends. We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. The ability to negotiate might be the most important factor in your career advancement. Negotiation is also a key to business success. No organization can survive without profitable contracts. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers and other stakeholders. Contracting capability – the ability to negotiate and perform successful contracts – is the important function in any organization.
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Wisdom to Share
Assuming that your oral agreement is binding in a situation where law requires a written contract carries a huge financial risk
You should never enter into a contract negotiation without understanding the rules about whether writing is required.
To decide whether to negotiate, you have to ask yourself: Is your negotiation a position-based or an interest-based one?
If your ethical dilemma arises at work, you should look to your company’s code of conduct for guidance.
The company standards might have a compliance focus, where the goal is to prevent liability by complying with the law.
The company might have an integrity focus, where the goal is to encourage responsible conduct through standards that go beyond the law.
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