Commercial Management : Theory and Practice

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  • Edition: 1st
  • Format: Paperback
  • Copyright: 2013-08-05
  • Publisher: Wiley-Blackwell
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  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
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This textbook provides a one-stop-shop to the many topics in commercial management. It draws on material developed as distance-learning modules and divides into four main sections: I - The commercial environment: develops a critical understanding of the environmental factors that influence commercial management; II - Techniques: develops an understanding of the various techniques used in commercial management; III - Commercial Strategies and Tactics: develops an understanding of the principles and practice of competitive bidding and bid evaluation; IV - Legal aspects: develops an understanding of the legal issues influencing commercial management. Examples and illustrations are included from both the private and public sector.

Author Biography

David Lowe - Programme Director for the distance learning MSc in Commercial Management and for the MSc in Project Management; and Peter Fenn – Senior Lecturer. Both at the Manchester Centre for Civil and Construction Engineering, UMIST

Table of Contents

art 1- The Commercial Environmenthapter 1: The role of commercial managementhapter 2 - Economic issueshapter 3 - Competitive Advantage Theorieshapter 4 - Corporate Strategyhapter 5 - Marketinghapter 6 - Cross-cultural aspectshapter 7 - Creativity within Organisationshapter 8 - Bidding and Bid Evaluation- Clients' Processes and Proceduresart 2- Techniqueshapter 9 - Decision-makinghapter 10- Risk managementhapter 11- Value managementhapter 12 - Planninghapter 13 - Estimatinghapter 14- Negotiatinghapter 15 - Conflict managementhapter 16- Financial engineeringhapter 17- Cost value reconciliationart 3 - Commercial Strategies and Tacticshapter 18- Pre-bid Processhapter 19 - Bid Processeshapter 20 - Bid Strategy and Bid Price· Identifies bid strategieshapter 21 - Bid Evaluationhapter 22 - Bid Evaluationhapter 23- Winning major bidshapter 24- Outsourcingart 4- Legal Aspectshapter 25- Contracthapter 26- Conflict Management and Dispute Resolution

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