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.
By:
Stefanie Jung,
Peter Krebs
Imprint: Springer Nature Switzerland AG
Country of Publication: Switzerland
Edition: 1st ed. 2019
Dimensions:
Height: 235mm,
Width: 155mm,
Spine: 14mm
Weight: 454g
ISBN: 9783030128685
ISBN 10: 3030128687
Pages: 242
Publication Date: 28 October 2020
Audience:
Professional and scholarly
,
Undergraduate
Format: Paperback
Publisher's Status: Active
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.
JProf. Dr. iur. Stefanie Jung, M.A. (CoE), University of Siegen Prof. Dr. iur. Peter Krebs, University of Siegen
