ENGLISH

The Essentials of Contract Negotiation

By Stefanie Jung , Peter Krebs

Book information

Publisher
Springer International Publishing
Year
2019
ISBN
978-3-030-12865-4;978-3-030-12866-1
Language
english
Format
PDF
Filesize
2 MB (2250035 bytes)
Edition
1st ed.
Pages
XI, 242\250
Time added
2019-09-18 12:17:50
Law; Fundamentals of Law; Law and Psychology; Busi

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. Front Matter ....Pages i-xi Introduction and Instructions for Use (Stefanie Jung, Peter Krebs)....Pages 1-6 Preparation and Negotiation Process (Stefanie Jung, Peter Krebs)....Pages 7-19 Alphabetical List of Key Notions (Stefanie Jung, Peter Krebs)....Pages 21-171 Cultural Differences in Negotiations: An Overview on the US, China and Germany (Stefanie Jung, Peter Krebs)....Pages 173-206 Back Matter ....Pages 207-242

Similar books

Session C11: Ancient Cultural Landscapes in South Europe – their Ecological Setting and Evolution, Session C22: Gardeners from South America, Session S04: Agro-Pastoralism and Early Metallurgy Sessions, Session WS29: The Idea of Enclosure in Recent Iberian Prehistory, Session C88: Rhytmes et causalites des dynamiques de l'anthropisation en Europe entre 6500 ET 500 BC: Hypotheses socio-culturelles et/ou climatiques: Proceedings of the XV UISPP World Congress (Lisbon 4-9 September 2006) / Actes du XV Congrès Mondial (Lisbonne 4-9 Septembre 2006) Vol.36

Session C11: Ancient Cultural Landscapes in South Europe – their Ecological Setting and Evolution, Session C22: Gardeners from South America, Session S04: Agro-Pastoralism and Early Metallurgy Sessions, Session WS29: The Idea of Enclosure in Recent Iberian Prehistory, Session C88: Rhytmes et causalites des dynamiques de l'anthropisation en Europe entre 6500 ET 500 BC: Hypotheses socio-culturelles et/ou climatiques: Proceedings of the XV UISPP World Congress (Lisbon 4-9 September 2006) / Actes du XV Congrès Mondial (Lisbonne 4-9 Septembre 2006) Vol.36

2010 · PDF

THE BRITISH ARMY IN INDIA: ITS PRESERVATION BY AN APPROPRIATE CLOTHING, HOUSING, LOCATING, RECREATIVE EMPLOYMENT, AND HOPEFUL ENCOURAGEMENT OF THE TROOPS. with AN APPENDIX ON INDIA : THE CLIMATE OP ITS HILLS ; THE DEVELOPMENT OF ITS RESODRCBS, INDUSTRY, AND ARTS ; THE ADMINISTRATION OF JUSTICE ; THE BLACK ACT ; THE PROGRESS OF CHRISTIANITY ; THE TRAFFIC IN OPIUM ; THE VALUE OF INDIA ; PERMANENT CAUSES OF DISAFFECTION, AND OF THE RECENT REBELLION ; THE TRADITIONARY POLICY; MISGOVERNMENT BY NATIVE RULERS ; ANNEXATIONS OF THEIR TERRITORY, ETC.

THE BRITISH ARMY IN INDIA: ITS PRESERVATION BY AN APPROPRIATE CLOTHING, HOUSING, LOCATING, RECREATIVE EMPLOYMENT, AND HOPEFUL ENCOURAGEMENT OF THE TROOPS. with AN APPENDIX ON INDIA : THE CLIMATE OP ITS HILLS ; THE DEVELOPMENT OF ITS RESODRCBS, INDUSTRY, AND ARTS ; THE ADMINISTRATION OF JUSTICE ; THE BLACK ACT ; THE PROGRESS OF CHRISTIANITY ; THE TRAFFIC IN OPIUM ; THE VALUE OF INDIA ; PERMANENT CAUSES OF DISAFFECTION, AND OF THE RECENT REBELLION ; THE TRADITIONARY POLICY; MISGOVERNMENT BY NATIVE RULERS ; ANNEXATIONS OF THEIR TERRITORY, ETC.

1858 · PDF

Idries Shah 27 Books Collection : A Perfumed Scorpion, A Veiled Gazelle, Caravan of Dreams, Darkest England, Destination Mecca, Evenings with Idries Shah, Knowing How to Know, Learning How to Learn, Letters and Lectures of Idries Shah, Neglected aspects of Sufi study, Observations, Oriental Magic, Reflections, Seeker after Truth, Special Illumination, Special Problems in the study of Sufi ideas, Sufi thought and action, Tales of the Dervishes, The Dermis Probe, The Elephant in the Dark, The Englishman Handbook, Idries Shah Antology, The Magic Monastery, The natives are restless, wisdom of the Idiots PDF.

Idries Shah 27 Books Collection : A Perfumed Scorpion, A Veiled Gazelle, Caravan of Dreams, Darkest England, Destination Mecca, Evenings with Idries Shah, Knowing How to Know, Learning How to Learn, Letters and Lectures of Idries Shah, Neglected aspects of Sufi study, Observations, Oriental Magic, Reflections, Seeker after Truth, Special Illumination, Special Problems in the study of Sufi ideas, Sufi thought and action, Tales of the Dervishes, The Dermis Probe, The Elephant in the Dark, The Englishman Handbook, Idries Shah Antology, The Magic Monastery, The natives are restless, wisdom of the Idiots PDF.

2022 · PDF

The travels of Capts. Lewis and Clarke from St. Louis, by way of the Missouri and Columbia rivers, to the Pacific ocean; performed in the years 1804, 1805 & 1806, by order of the government of the United States. Containing delineations of the manners, customs, religion, &c. of the Indians, comp. from various authentic sources, and original documents, and a summary of the Statistical view of the Indian nations, from the official communication of Meriwether Lewis. Illustrated with a map of the country, inhabited by the western tribes of Indians

The travels of Capts. Lewis and Clarke from St. Louis, by way of the Missouri and Columbia rivers, to the Pacific ocean; performed in the years 1804, 1805 & 1806, by order of the government of the United States. Containing delineations of the manners, customs, religion, &c. of the Indians, comp. from various authentic sources, and original documents, and a summary of the Statistical view of the Indian nations, from the official communication of Meriwether Lewis. Illustrated with a map of the country, inhabited by the western tribes of Indians

1809 · PDF