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Book Cover
Author Helmold, Marc, author.

Title Successful negotiations : best-in-class recommendations for breakthrough negotiations / Marc Helmold, Tracy Dathe, Florian Hummel
Published Wiesbaden, Germany : Springer, [2022]


Description 1 online resource (xxviii, 237 pages) : illustrations (chiefly color)
Contents Negotiation concepts -- Conducting and preparing for negotiations.-Best-in-class negotiation -- Appropriate negotiation tools -- Nonverbal communication analysis techniques -- Negotiating in an international context -- Negotiating in the face of financial difficulties and the threat of insolvency -- Negotiating in complex projects
Summary 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
Notes Translated from the German
Bibliography Includes bibliographical references
Notes Online resource; title from PDF title page (SpringerLink, viewed July 25, 2022)
Subject Negotiation in business.
Negotiation in business.
Form Electronic book
Author Dathe, Tracy, author.
Hummel, Florian, author.
ISBN 9783658357016
Other Titles Erfolgreiche Verhandlungen. English