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008 250203s2025 enk ob 001 0 eng
010 _a 2025001774
020 _a9781003052159
_qebook
020 _z9780367510299
_qhardback
020 _z9780367510268
_qpaperback
035 _a(DLC)24016564
040 _aDLC
_beng
_cDLC
_erda
042 _apcc
050 0 0 _aHD30.28
_b.L694 2025
082 0 0 _a658.4/012076
_223/eng/20250609
100 _aLowe, David J.
_eauthor
_4aut
_4http://id.loc.gov/vocabulary/relators/aut
_0http://id.loc.gov/authorities/names/nb99054477
_9303225
245 1 0 _aStrategic commercial management /
_cDavid Lowe.
264 1 _aAbingdon, Oxon ;
_aNew York, NY :
_bRoutledge,
_c2025.
300 _a1 online resource (211 pages)
336 _atext
_btxt
_2rdacontent
337 _acomputer
_bc
_2rdamedia
338 _aonline resource
_bcr
_2rdacarrier
490 0 _aManagement practice essentials
504 _aIncludes bibliographical references and index.
505 _a1. 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.
520 _a"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.
588 _aDescription based on print version record and CIP data provided by publisher; resource not viewed.
650 0 _aStrategic planning
_xStudy and teaching
650 0 _aManagement
_xStudy and teaching
776 1 _iPrint version:
_aLowe, David J.
_tStrategic commercial management
_dAbingdon, Oxon ; New York, NY : Routledge, 2025
_z9780367510299
_w(DLC) 2025001773
856 _uhttps://ebookcentral.proquest.com/lib/pucpr-ebooks/detail.action?docID=32024026
_yPresione para acceder al libro en línea.
942 _2lcc
_c7
999 _c306258
_d306258