This book conceptualises the implementation of marketing and purchasing strategies and plans in terms of the agreements which companies make. It looks, in a cross-cultural setting, at the interorganisational negotiations which are crucial to marketing and purchasing operations and this negotiation theme is developed via models showing the interaction of factor affecting outcomes and negotiation skills. The book relates concepts to the reality of negotiating sales/purchasing, agency/distribution, licence and joint-venture ...
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This book conceptualises the implementation of marketing and purchasing strategies and plans in terms of the agreements which companies make. It looks, in a cross-cultural setting, at the interorganisational negotiations which are crucial to marketing and purchasing operations and this negotiation theme is developed via models showing the interaction of factor affecting outcomes and negotiation skills. The book relates concepts to the reality of negotiating sales/purchasing, agency/distribution, licence and joint-venture agreements and derives and highlights the skills necessary for effective performance. While this book cannot be a substitute for real negotiating situations, it provides the concepts and practical examples which will lay a solid foundation for professional competence.
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Seller's Description:
This is an ex-library book and may have the usual library/used-book markings inside. This book has hardback covers. In fair condition, suitable as a study copy. No dust jacket. Please note the Image in this listing is a stock photo and may not match the covers of the actual item, 700grams, ISBN: 9780471921516.
