Bøger udgivet af Kogan Page

International trade, and its financing, is now a key component of many undergraduate and postgraduate qualifications. For anyone involved in international sales, finance, shipping and administration, or for those studying for academic or professional qualifications in international trade, The Handbook of International Trade & Finance offers an extensive and topical explanation of the key finance areas - including risk management, international payments and currency management. This essential reference resource provides the information necessary to help you to reduce risks and improve cash flow, identify the most competitive finance alternatives, structure the best payment terms, and minimize finance and transaction costs. This fully revised and updated 3rd edition also describes the negotiating process from the perspectives of both the buyer and the seller, providing valuable insight into the complete financing process, and covering key topics such as: - trade risks and risk assessment - export credit insurance - methods of payment - trade finance - bonds, guarantees and standby letters of credit - terms of payment - currency risk managementThe Handbook gives a complete and thorough assessment of all the issues involved in constructing, financing and completing a cross-border transaction and is an indispensable guide for anyone who deals with international trade. It also includes a section on risk management, which plays an increasingly important role in international trade- from currency fluctuations to political risk and natural disasters.

Highly effective negotiation skills are an essential element of a purchasing professional's toolkit. Negotiation for Purchasing Professionals provides a step-by-step approach to delivering winning negotiations and getting game changing results. It provides purchasers with the necessary tools and tactics for a detailed, planned approach to negotiation. Jonathan O'Brien shifts the emphasis away from relying mostly upon personality to a more structured approach that enables anyone to negotiate effectively, even when up against a formidable opponent. This approach allows the purchasing professional or the buying team to evaluate the supplier in advance, assess the sales team, and tailor their negotiation strategy depending on cultural differences, personality traits and game theory. Negotiation for Purchasing Professionals provides a strong framework for discussion in advance of the meeting, allowing the negotiator to plan their agenda, objectives and tactics. The book is based upon Red Sheet Methodology, a proven and collaborative technique used by many companies globally. If you are in a buying role, this book will increase your confidence and transform your ability to secure winning outcomes and better business results. Negotiation for Purchasing Professionals was short listed for the ACA-Bruel Prize and was Specially Commended at the Gala Dinner 2013 organised by the Association of Purchasing and Supply Chain (CESA) of HEC School of Management in Paris. Negotiation for Purchasing Professionals is the perfect companion to Jonathan O'Brien's other books Category Management in Purchasing and Supplier Relationship Management. Used together, they provide a complete and powerful strategic purchasing toolkit.

The Growing Business Handbook, now in its 17th Edition, provides a comprehensive account of the underlying challenges for growing companies, offering insight into techniques and solutions for maximising growth and controlling risks during the course of 2016/17. The Growing Business Handbook will highlight challenges that are likely to be making an impact on SMEs, including the implications of the UK government's Enterprise Bill, the development of alternative sources of finance and the recommendation that business schools become more engaged in actively supporting SMEs. High growth and high performing businesses of the year ahead will depend less on their type of business and more on their ability to manage the growth process. In markets of all kinds, there will be scope to spot an opening, make a plan, create a compelling offer, find a route to market, develop a financial strategy, become more professional and inspire everyone within a team. The Growing Business Handbook will bring readers up to speed on how best to lead and manage the growth process. By offering an insight into the techniques and solutions for maximizing growth and controlling risks within an enterprise, this must-have offers practical advice and concrete suggestions to help an enterprise reach maximum potential.