The Essentials of Contract Negotiation (Paperback, 1st ed. 2019)

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.

General

Imprint:	Springer Nature Switzerland AG
Country of origin:	Switzerland
Release date:	October 2020
First published:	2019
Authors:	Stefanie Jung • Peter Krebs
Dimensions:	235 x 155 x 14mm (L x W x T)
Format:	Paperback
Pages:	242
Edition:	1st ed. 2019
ISBN-13:	978-3-03-012868-5
Languages:	English
Subtitles:	German
Categories:	Books > Social sciences > Psychology > General Books > Business & Economics > Business & management > General Books > Law > Laws of other jurisdictions & general law > Civil law (general works) Books > Law > Other areas of law > Law as it applies to other professions Books > Law > Laws of other jurisdictions & general law > Courts & procedure > Arbitration procedure
LSN:	3-03-012868-7
Barcode:	9783030128685

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