Successful negotiations [electronic resource] : best-in-class recommendations for breakthrough negotiations / Marc Helmold, Tracy Dathe, Florian Hummel.

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Successful negotiations [electronic resource] : best-in-class recommendations for breakthrough negotiations / Marc Helmold, Tracy Dathe, Florian Hummel.

Erfolgreiche Verhandlungen. English

9783658357016 (electronic bk.)
3658357010 (electronic bk.)
3658357002
9783658357009

Wiesbaden, Germany : Springer, 2022.

English

1 online resource

10.1007/978-3-658-35701-6 doi

HD58.6

658.4/052

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.

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Online resource; title from PDF title page (SpringerLink, viewed July 25, 2022).

Print version: 9783658357009

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