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Appropriate Tools for Negotiation Success

In: Successful Negotiations

Author

Listed:
  • Marc Helmold
  • Tracy Dathe
  • Florian Hummel

Abstract

Summary The industry structure analysis according to the Five Forces Model is a strategic management tool developed by Michael E. Porter. As the name suggests, the model is used to analyze the competitiveness, positioning and attractiveness of a sector or industry. Usually, the analysis of the industry is followed by a detailed strengths and weaknesses (SWOT) analysis. Porter’s industry analysis is used to determine the attractiveness of an industry and one’s negotiating position in conjunction with the strengths and weaknesses analysis. In addition to the industry structure and SWOT analysis, tools such as the risk and opportunity analysis (ROP) or the margin enhancement plan are ideal supplements in negotiations.

Suggested Citation

  • Marc Helmold & Tracy Dathe & Florian Hummel, 2022. "Appropriate Tools for Negotiation Success," Springer Books, in: Successful Negotiations, chapter 5, pages 113-122, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-35701-6_5
    DOI: 10.1007/978-3-658-35701-6_5
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