Authors:
Discusses the status quo in negotiation-science around the globe
Presents not only tactics and strategies but also techniques, tools and general framework conditions
Based on an interdisciplinary approach to negotiations, combining psychological and economic aspects as well as knowledge from the field of communication science
Uses topic lists to help readers understand certain aspects more quickly
Offers an easy-to-use, quick introduction to specific aspects of B-2-B negotiations
Features a chapter on how Germans negotiate
Includes examples and figures to vividly illustrate the content
Provides references to help readers further their knowledge
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Table of contents (4 chapters)
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Front Matter
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Back Matter
About this book
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.
Keywords
- Contract negotiations
- Negotiation tactics
- Negotiation strategies
- Negotiation process
- Negotiation phases
- Negotiation pie
- BATNA and ZOPA
- How Germans negotiate
- Harvard negotiation concept
- Pressure and lies in negotiations
- B-2-B negotiations
- B2B negotiations
- Conclusion of an agreement
- Terms of contract
- Contractual partner
- Mediation
Authors and Affiliations
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Faculty III, University of Siegen, Siegen, Germany
Stefanie Jung, Peter Krebs
About the authors
Prof. Dr. iur. Peter Krebs, University of Siegen
Bibliographic Information
Book Title: The Essentials of Contract Negotiation
Authors: Stefanie Jung, Peter Krebs
DOI: https://doi.org/10.1007/978-3-030-12866-1
Publisher: Springer Cham
eBook Packages: Law and Criminology, Law and Criminology (R0)
Copyright Information: Springer Nature Switzerland AG 2019
Hardcover ISBN: 978-3-030-12865-4Published: 27 June 2019
Softcover ISBN: 978-3-030-12868-5Published: 28 October 2020
eBook ISBN: 978-3-030-12866-1Published: 14 June 2019
Edition Number: 1
Number of Pages: XI, 242
Number of Illustrations: 13 b/w illustrations
Topics: Fundamentals of Law, Law and Psychology, Business Law, Dispute Resolution, Mediation, Arbitration, Civil Law