Within business, negotiation skills are prized and large amounts are spent on training. Yet in many cases negotiation does not generate anticipated benefits. Today’s volatile and uncertain markets demand greater agility and flexibility, which can be achieved only through more collaborative relationships and radically different approaches to negotiation.
This book offers practitioners a practical guide and useful insights to the basics of effective contract and commercial negotiations, whatever point in the contracting lifecycle they occur. It is therefore invaluable for the individual professional
who wishes to build their personal negotiation skills, knowledge and capabilities.
Ray is an international training and development consultant. He began his management career in the public sector and thereafter for a large food manufacturer in the UK. He graduated from University with a Master’s degree in Management Studies. Ray is also a licenced contract management paralegal.
Kenny is a Training Consultant for DPSS Consultants (Developing People Serving the Supply Chain) which is an international training and development consultancy comprising of 25 specialist consultants. Kenny’s personal vision is to design and to deliver training that is memorable, fun and engages the learner to bring about behaviour change. Kenny has 25 years of training and development experience working in large blue-chip organisations and as a freelance consultant.