Skip to main content

Strategic Framework for Negotiation

  • Chapter
  • First Online:
Advanced Negotiation Techniques
  • 8194 Accesses


In working with our clients around the world we have found that ineffective negotiation is often due to the lack of an adequate framework to plan, guide, and support successful negotiations. Our commercial clients range from large international companies where you might expect there to be an effective support framework to small enterprises where you may not be surprised to find no adequate internal advice or processes to allow negotiations to be more successful. Most of these organizations know they must maintain an effective business strategy; they recognize the importance of creating a relevant purchasing strategy and put a lot of thought into their sales strategy. However, many do not seem to realize that it is equally vital to develop a negotiation strategy for the whole organization. We often see organizations drift into negotiations without being properly prepared because they failed to recognize that the process of buying or selling had flipped into the process of negotiation.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Subscribe and save

Springer+ Basic
EUR 32.99 /Month
  • Get 10 units per month
  • Download Article/Chapter or eBook
  • 1 Unit = 1 Article or 1 Chapter
  • Cancel anytime
Subscribe now

Buy Now

USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
USD 34.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 44.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Author information

Authors and Affiliations


Rights and permissions

Reprints and permissions

Copyright information

© 2015 Alan McCarthy

About this chapter

Cite this chapter

McCarthy, A., Hay, S. (2015). Strategic Framework for Negotiation. In: Advanced Negotiation Techniques. Apress, Berkeley, CA.

Download citation

Publish with us

Policies and ethics