The essentials of contract negotiation / Stefanie Jung, Peter Krebs ; translated by Melissa Dowse ; corrected by Rachel Schneider.
Jung, Stefanie, author.; Krebs, Peter, author.
2019
HD2365
Available Online

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Title The essentials of contract negotiation / Stefanie Jung, Peter Krebs ; translated by Melissa Dowse ; corrected by Rachel Schneider.
Author Jung, Stefanie, author.
ISBN 9783030128661 (electronic book)
3030128660 (electronic book)
9783030128654
Published Cham, Switzerland : Springer, [2019]
Language English
Description 1 online resource.
Call Number HD2365
Dewey Decimal Classification 658.4058
Summary This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations. The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.-- Provided by publisher.
Bibliography, etc. Note Includes bibliographical references and index..
Access Note Access limited to authorized users.
Source of Description Online resource; title from PDF title page (viewed June 19, 2019).
Added Author Krebs, Peter, author.
Linked Resources Online Access
Record Appears in Online Resources > Ebooks
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List of Abbreviaations.- List of Figures.- 1. Introduction and Instructions for Use.- 2. Preparation and Negogiation Process.- 3. Alphabetical List of Key Notions.- Cultural DIfferences in Negogiations
an Overview on the US, China and Germany.- Topic Lists, Bibliography, Index.

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