Negotiating Partnerships

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. You will learn how to identify 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.

The partnering process is one that makes sense in any line of business from online retail to manufacturing via everything in between. As the business environment becomes tougher, and margins are continually shaved this book will help you maintain and grow your existing profit.

In all cases, a partnership should provide better solutions than those currently available to each party separately. With this book you can achieve partnerships, which reduce costs and risks, improve earnings and at the same time reap the benefit of each other's experience, creativity andcontacts.

Yes, it is important for the other party in a partnership to be satisfied. But it is your job as a negotiator to try to ensure that you can keep to yourself most of the added value created. This book will help you through this process so that you find and retain good and valuable partnerships.

Contents

Introduction

1. The gospel of partnership
2. Good and bad negotiators - what are the differences?
3. Distrust costs millions
4. Why co-operation provides better solutions
5. This is where we look for added value
6. Negotiations as zero-sum games or as co-operation
7. Not everything can be measured and weighted
8. What are the prerequisites for a successful co-operation agreement?
9. Co-operation risks
10. Understanding customers' needs
11. The ugly duckling expects a little more...
12. The value of partnering is based on the strengh of the employees
13. Knoledge of one's own qualities and costs improves the chance of successful partnering

Conclusion

Index