Abstract
When people within intelligent organizations, or from different organizations, exchange their viewpoints, there is almost never unanimity about objectives. In order to reach agreement between positions, opinions, and insights, some form of negotiation and bargaining for terms and conditions is required. Obviously, intelligent organizations not only foster good communication skills but also provide adequate support and training for reaching effective agreements in negotiations.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Bibliography
Lewicki RJ, Saunders DM, Minton JW (2000) Essentials of negotiation. McGraw-Hill, New York
McCredie C, Weijermars R (2011) Gas trading—the rising power of gas traders. Petroleum Review 65(773):18–20
McCredie C, Weijermars R (2011) Gas forecasting—Russian gas key to 2020 targets. Petroleum Review 65(774):30–34
Weijermars R (2010) Value chain analysis of the natural gas industry–lessons from the US regulatory success and opportunities for Europe. J Natural Gas Sci Eng 2:86–104
Weijermars R, McCredie C (2011) Gas Gas pricing–lifting the price. Petroleum Review 65(770):14–17
Weijermars R, De Jong V, Van der Kooi K (2008) Cultural challenges in oil and gas industry management. World Oil 229(4):223–228
Williams JM, Colomb GG (2002) Craft of argument. Addison-Wesley, Reading
Author information
Authors and Affiliations
Corresponding author
Rights and permissions
Copyright information
© 2011 Springer-Verlag London Limited
About this chapter
Cite this chapter
Weijermars, R. (2011). Aiming for Intelligent Negotiations and Effective Agreements. In: Building Corporate IQ – Moving the Energy Business from Smart to Genius. Springer, London. https://doi.org/10.1007/978-0-85729-679-5_13
Download citation
DOI: https://doi.org/10.1007/978-0-85729-679-5_13
Published:
Publisher Name: Springer, London
Print ISBN: 978-0-85729-678-8
Online ISBN: 978-0-85729-679-5
eBook Packages: Business and EconomicsBusiness and Management (R0)