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000891465 020__ $$a9783030128661$$q(electronic book)
000891465 020__ $$a3030128660$$q(electronic book)
000891465 020__ $$z9783030128654
000891465 035__ $$aSP(OCoLC)on1104790499
000891465 035__ $$aSP(OCoLC)1104790499
000891465 040__ $$aN$T$$beng$$erda$$epn$$cN$T$$dN$T$$dGW5XE$$dOCLCF$$dUKMGB$$dFIE
000891465 0411_ $$aeng$$hger
000891465 049__ $$aISEA
000891465 050_4 $$aHD2365
000891465 08204 $$a658.4058$$223
000891465 1001_ $$aJung, Stefanie,$$eauthor.
000891465 24514 $$aThe essentials of contract negotiation /$$cStefanie Jung, Peter Krebs ; translated by Melissa Dowse ; corrected by Rachel Schneider.
000891465 264_1 $$aCham, Switzerland :$$bSpringer,$$c[2019]
000891465 300__ $$a1 online resource.
000891465 336__ $$atext$$btxt$$2rdacontent
000891465 337__ $$acomputer$$bc$$2rdamedia
000891465 338__ $$aonline resource$$bcr$$2rdacarrier
000891465 504__ $$aIncludes bibliographical references and index..
000891465 5050_ $$aList 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.
000891465 506__ $$aAccess limited to authorized users.
000891465 520__ $$aThis 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.--$$cProvided by publisher.
000891465 588__ $$aOnline resource; title from PDF title page (viewed June 19, 2019).
000891465 650_0 $$aContracts.
000891465 650_0 $$aNegotiation in business.
000891465 650_0 $$aEntrepreneurship.
000891465 7001_ $$aKrebs, Peter,$$eauthor.
000891465 852__ $$bebk
000891465 85640 $$3SpringerLink$$uhttps://univsouthin.idm.oclc.org/login?url=http://link.springer.com/10.1007/978-3-030-12866-1$$zOnline Access$$91397441.1
000891465 909CO $$ooai:library.usi.edu:891465$$pGLOBAL_SET
000891465 980__ $$aEBOOK
000891465 980__ $$aBIB
000891465 982__ $$aEbook
000891465 983__ $$aOnline
000891465 994__ $$a92$$bISE