03858cam a22004218i 4500 24239995 OSt 20260514135054.0 m |o d | cr_||||||||||| 250203s2025 enk ob 001 0 eng 2025001774 9781003052159 ebook 9780367510299 hardback 9780367510268 paperback (DLC)24016564 DLC eng DLC rda pcc HD30.28 .L694 2025 658.4/012076 23/eng/20250609 Lowe, David J. author aut http://id.loc.gov/vocabulary/relators/aut http://id.loc.gov/authorities/names/nb99054477 303225 Strategic commercial management / David Lowe. Abingdon, Oxon ; New York, NY : Routledge, 2025. 1 online resource (211 pages) text txt rdacontent computer c rdamedia online resource cr rdacarrier Management practice essentials Includes bibliographical references and index. 1. Making commercial management strategic: Commercial acumen, commercial affinity and commercial management – How ‘commercial’ adds value to an organisation -- 2. Foundations of commercial relationships: Transaction cost economics, relational contracting, power and trust -- 3. Identifying, allocating and managing risk and value: Risk and value management methodologies and techniques to inform commercially focused decision-making -- 4. Exchange governance: Contracts and legal, regulatory and governance issues -- 5. Commercially driven decision-making: A framework approach to support opportunity and investment decision-making -- 6. Influencing partner behaviour: Grounding successful commercial outcomes and trading relationships on the effective ethical application of persuasion, influence and negotiation -- 7. Applying rigorous and consistent commercial processes and procedures: Developing high-performing commercial management processes; implementing best-practice at the individual, team and organisational level -- 8. Realising value at the commercial interface: Identifying/defining, acquiring (capturing)/creating and exploiting/delivering value throughout an exchange's lifecycle -- Index. "Commercial acumen is a critical skill that underpins the realisation of successful and high value trading relationships. This concise textbook provides knowledge of the principles of strategic commercial management together with a framework for critically understanding commercial practice within and between organisations. It also examines relevant commercial management best practice and aids the development of the intellectual skills to communicate the rationale behind the strategic commercial decisions made by organisations. Across each chapter, it presents practical and transferable skills for designing, negotiating, awarding and managing B2B transactions. Strategic Commercial Management provides a practical and concise introduction for executive education students currently studying for MSc and MBA apprenticeship programmes, as well as supplementary reading for postgraduate students studying Strategic and Commercial Management"-- Provided by publisher. Description based on print version record and CIP data provided by publisher; resource not viewed. Strategic planning Study and teaching Management Study and teaching Print version: Lowe, David J. Strategic commercial management Abingdon, Oxon ; New York, NY : Routledge, 2025 9780367510299 (DLC) 2025001773 https://ebookcentral.proquest.com/lib/pucpr-ebooks/detail.action?docID=32024026 Presione para acceder al libro en línea. lcc 7 306258 306258 0 0 lcc 0 0 12 12 45 2026-05-05 97 = YBP Library Services 375.00 0 HD30.28 .L694 2025 52000003299414 2026-05-05 00:00:00 c. 1 Ebook 375.00 2026-05-05 7