Strategic Negotiation

Gavin Kennedy

The focus of Strategic Negotiation is on the generation and implementation of negotiation strategy. Strategy is not a series of axioms to be rote learned; it is about the application of thoughtful analysis to real-world problems. Strategic Negotiation follows this advice into the implementation phase of strategy and is organised around case examples to demonstrate the application of the concepts from its process model to the real world. The cases are drawn from consultancy work in various industries and business situations and they also draw upon the work of colleagues who have demonstrated competence in this field.

The case subjects in this text, and others included in the online materials, illustrate the application of the core concepts. They provide a framework for your understanding of the strategic negotiation process and for your application of the process to general situations.

Topics covered

The strategic negotiation process model.
Basics of contracts.
Pay, benefits and union negotiations.
Managing complex negotiations.
Organisational growth strategies.
Bid strategies and tender negotiations.
Analysis and diagnosis.
The negotiation agenda.

Document Actions

Safwat Kabany
Syria

For Safwat Kabany, from Syria, doing his MBA with Edinburgh Business School was the most logical choice. "I'm in the petrochemical industry and Heriot-Watt University is one of the world-leading academic institutions in this field of industry. I therefore knew a lot about the high standards at Heriot-Watt and these are certainly evident in EBS's MBA programme."

Safwat decided to do the programme as a full-time on-campus student, which was not without its challenges, particularly for a foreign student. "I had to cope with both language and cultural differences, which at first were quite daunting. EBS, however, is very skilled at dealing with people from different backgrounds and cultures and it wasn't long before I felt very comfortable in this environment. The faculty are extremely helpful and take a keen interest in every individual. The facilities at Heriot-Watt for resident on-campus students are excellent and not having to worry about where I would live or how I would feed myself ensured that I could devote all my attention to my studies."...more