Are you identifying the right deals and making them profitable? Or are you haggling over who gets the biggest piece of the pie, rather than working out how to make the pie bigger?

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 and contacts.

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.

Amazon.com® Reader Reviews (Ranked by Helpfulness)

Average Amazon.com® Rating:  Based on 1 Ratings

Essential Negotiation Guide - 2003-05-10
Reviewer Rating:
I 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!

Colin Ong TS
Founder/Managing Director

MR=MC Consulting
http://www.mrmc.com.sg
http://www.mrmc.com.sg/12n

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