TY  - BOOK
AU  - Lowe, David J.
TI  - Strategic commercial management
T2  - Management practice essentials
SN  - 9781003052159
AV  - HD30.28 .L694 2025
U1  - 658.4/012076 23/eng/20250609
PY  - 2025///
CY  - Abingdon, Oxon, New York, NY
PB  - Routledge
KW  - Strategic planning
KW  - Study and teaching
KW  - Management
N1  - 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
N2  - "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
UR  - https://ebookcentral.proquest.com/lib/pucpr-ebooks/detail.action?docID=32024026
ER  -