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The Essentials of Contract Negotiation

The Essentials of Contract Negotiation

The Essentials of Contract Negotiation

Author: Stefanie Jung; Peter Krebs
Publisher: Springer-Verlag
ISBN: 9783030128685

Published In: October 2020
Format: Paperback
Jurisdiction: Switzerland ? Disclaimer:
Countri(es) stated herein are used as reference only
Hardback Edition ISBN: 9783030128654

HKD 930.00

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Description
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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.

Introduction and Instructions for Use

Preparation and Negotiation Process

Alphabetical List of Key Notions

Cultural Differences in Negotiations: An Overview on the US, China and Germany

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