@article{1448157,
      recid = {1448157},
      author = {Helmold, Marc. and Dathe, Tracy. and Hummel, Florian.},
      title = {Successful negotiations: best-in-class recommendations for  breakthrough negotiations /},
      publisher = {Springer,},
      address = {Wiesbaden, Germany :},
      pages = {1 online resource},
      year = {2022},
      abstract = {This book provides a valuable overview of concrete  negotiations in industry and business and shows ways to  achieve successful negotiation breakthroughs. It brings  together the aspects of negotiation preparation,  negotiation execution, negotiation psychology, and  negotiation success that have often been perceived  separately until now. The authors provide helpful  recommendations for effectively taking into account  intercultural elements as well. This book is particularly  interesting for employees in development, quality  management, purchasing, production, marketing and sales who  negotiate prices, performance characteristics of products  and services and quality characteristics with customers or  suppliers. In addition to the structured six-step approach,  psychological and nonverbal tools are also explained in a  practical and clear manner, leading negotiators to a  successful negotiation conclusion. This book is a  translation of the original German 1st edition Erfolgreiche  Verhandlungen by Marc Helmold, Florian Hummel and Tracy  Dathe published by Springer Fachmedien Wiesbaden GmbH, ein  Teil von Springer Nature in 2019. The translation was done  with the help of artificial intelligence (machine  translation by the service DeepL.com). A subsequent human  revision was done primarily in terms of content, so that  the book will read stylistically differently from a  conventional translation. Springer Nature works  continuously to further the development of tools for the  production of books and on the related technologies to  support the authors. From the Contents: Negotiation  concepts Negotiation management and preparation Negotiation  tools Analysis techniques of nonverbal communication  Negotiations in an international context Negotiations in  financial difficulties and threatened insolvency  Negotiations in complex projects The Authors: Prof. Dr.  Marc Helmold and Prof. Florian Hummel teach at the IUBH in  Berlin. Dr. Tracy Dathe works as a management consultant  and teaches as a freelance lecturer at various  universities. The authors have gained profound experience  in top positions of international companies in Germany and  abroad.},
      url = {http://library.usi.edu/record/1448157},
      doi = {https://doi.org/10.1007/978-3-658-35701-6},
}