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The essentials of contract negotiation

Jung, Stefanie.

The essentials of contract negotiation

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	The essentials of contract negotiationby Stefanie Jung, Peter Krebs.
作者:	Jung, Stefanie.
其他作者:	Krebs, Peter.
出版者:	Cham :Springer International Publishing :2019.
面頁冊數:	xi, 242 p. :ill., digital ;24 cm.
Contained By:	Springer eBooks
標題:	Contracts.
電子資源:	https://doi.org/10.1007/978-3-030-12866-1
ISBN:	9783030128661$q(electronic bk.)

The essentials of contract negotiation
Jung, Stefanie.

The essentials of contract negotiation[electronic resource] /by Stefanie Jung, Peter Krebs. - Cham :Springer International Publishing :2019. - xi, 242 p. :ill., digital ;24 cm.

List of Abbreviaations -- List of Figures -- 1. Introduction and Instructions for Use -- 2. Preparation and Negogiation Process -- 3. Alphabetical List of Key Notions -- Cultural DIfferences in Negogiations - an Overview on the US, China and Germany -- Topic Lists, Bibliography, Index.

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.

ISBN: 9783030128661$q(electronic bk.)

Standard No.: 10.1007/978-3-030-12866-1doiSubjects--Topical Terms:

174461
Contracts.

LC Class. No.: HD2365 / .J85 2019

Dewey Class. No.: 658.4058

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505 0 $a List of Abbreviaations -- List of Figures -- 1. Introduction and Instructions for Use -- 2. Preparation and Negogiation Process -- 3. Alphabetical List of Key Notions -- Cultural DIfferences in Negogiations - an Overview on the US, China and Germany -- Topic Lists, Bibliography, Index.
520 $a 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.
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