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.
- ISBN10 0471904619
- ISBN13 9780471904618
- Publish Date 14 November 1984
- Publish Status Out of Print
- Out of Print 14 March 1991
- Publish Country GB
- Publisher John Wiley and Sons Ltd
- Imprint John Wiley & Sons Ltd
- Format Hardcover
- Pages 284
- Language English