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Essentials of Contract Negotiation

Name: Essentials of Contract Negotiation
Brand: Springer Nature Switzerland AG
SKU: 33348276
Price: 29056 HUF
Availability: InStock
Author: Stefanie Jung
ISBN: 9783030128685

Stefanie Jung

Language

English

Book Paperback

Libristo code: 33348276

Publishers Springer Nature Switzerland AG, October 2020

This book focuses on the tactics and strategies used in business-to-business contract negotiations.... Full description

Libristo code: 33348276

194 b

29 056 Ft

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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.