| 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 |
|
3658357010 |
|
