Description
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.
Author: Stefanie Jung, Peter Krebs
Publisher: Springer
Published: 10/28/2020
Pages: 242
Binding Type: Paperback
Weight: 0.80lbs
Size: 9.21h x 6.14w x 0.54d
ISBN13: 9783030128685
ISBN10: 3030128687
BISAC Categories:
- Law | Arbitration, Negotiation, Mediation
- Psychology | Applied Psychology
- Business & Economics | Business Law
About the Author
JProf. Dr. iur. Stefanie Jung, M.A. (CoE), University of Siegen
Prof. Dr. iur. Peter Krebs, University of Siegen