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This book describes how international negotiations can be conducted
in a structured, professional and effective manner. It also offers
recommendations based on examples of successful negotiations from
both economically leading countries such as the USA, China and
Japan, as well as smaller countries such as the Netherlands, Israel
and Morocco. Providing practically relevant experiences from middle
and top management positions in different business sectors, the
contributors focus on all elements of negotiations, spanning from
preparation, execution, strategies and tactics to non-verbal
communication and psychological factors. Moreover, the chapters
offer detailed introductions to more than 25 countries around the
globe, which can be used as a reference guide to doing business in
the specific contexts.
This book describes how international negotiations can be conducted
in a structured, professional and effective manner. It also offers
recommendations based on examples of successful negotiations from
both economically leading countries such as the USA, China and
Japan, as well as smaller countries such as the Netherlands, Israel
and Morocco. Providing practically relevant experiences from middle
and top management positions in different business sectors, the
contributors focus on all elements of negotiations, spanning from
preparation, execution, strategies and tactics to non-verbal
communication and psychological factors. Moreover, the chapters
offer detailed introductions to more than 25 countries around the
globe, which can be used as a reference guide to doing business in
the specific contexts.
Use this book to improve your negotiation strategies If you want to
position yourself advantageously in your company in the long term,
you have to master negotiation strategies. Gain a decisive
advantage over your business partners and learn everything about
successful negotiation with this book. The authors provide a
valuable overview of concrete negotiation situations in industry
and business and show ways to achieve successful negotiation
breakthroughs. Their book systematically and logically brings
together the following aspects: Negotiation preparation Conducting
negotiations Negotiation psychology Success in negotiations In
addition to the structured approach in a six-phase model, the
authors also explain in a practical and clear manner all the
psychological and non-verbal tools that lead to a successful
negotiation conclusion. The authors have many years of profound
international management experience and provide helpful
recommendations on how to effectively take intercultural elements
into account in negotiations. The contents of the book at a
glanceLearn to negotiate successfully and acquire in-depth
knowledge in the following areas: Negotiation concepts Negotiation
management and preparation Best-in-class negotiations Appropriate
tools and tactics in negotiations Analysis techniques of non-verbal
communication Negotiations in an international context Negotiations
in the face of financial difficulties and the threat of insolvency
Negotiations in complex projects. Who should read this book on
successful negotiations? With its structured approach, the book is
particularly recommended for employees in development, quality
management, purchasing, production, marketing and sales. But also
project managers, executives and entrepreneurs who repeatedly have
to negotiate customers or suppliers about performance features of
products and services will benefit from this book, because here
they learn the negotiation techniques with which they can convince
in important discussions. The symbiosis of theory and practice also
makes this work suitable for use in higher education and provides
professors, teaching staff and students in an international context
with an overview of the subject. This book is a translation of the
original German 1st edition Erfolgreiche Verhandlungen by Marc
Helmold, Florian Hummel and Tracy Dathe published by Springer
Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature in 2019.
The translation was done with the help of artificial intelligence
(machine translation by the service DeepL.com). A subsequent human
revision was done primarily in terms of content, so that the book
will read stylistically differently from a conventional
translation. Springer Nature works continuously to further the
development of tools for the production of books and on the related
technologies to support the authors.
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