The essentials of contract negotiation / Stefanie Jung, Peter Krebs ; [translated by Melissa Dowse ; corrected by Rachel Schneider].

Titolo

The essentials of contract negotiation / Stefanie Jung, Peter Krebs ; [translated by Melissa Dowse ; corrected by Rachel Schneider].

Descrizione

Title from PDF of title page (viewed, Oct. 25, 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.

Editore

Springer,

Data

Autore di contributo subordinato

Krebs, Peter.
SpringerLink (Online service)

Relazione

https://link.springer.com/book/10.1007/978-3-030-12866-1

Formato

1 online resource (xi, 242 p.)

Lingua

eng

Tipo

a

Diritti di accesso

Publisher's Web site. Access restricted to the University of Catania community.

ISBN

9783030128654
9783030128661 (electronic bk.)
3030128660 (electronic bk.)
9783030128654

Files

2019_Book_TheEssentialsOfContractNegotia.pdf

Citation

Jung, Stefanie., “The essentials of contract negotiation / Stefanie Jung, Peter Krebs ; [translated by Melissa Dowse ; corrected by Rachel Schneider].,” Lex e-books - Collana, ultimo accesso il 23 dicembre 2024, http://ebooks.unict.it/omeka/items/show/390.