THE BIG SALE IS ON! TELL ME MORE

Close Notification

Your cart does not contain any items

The Essentials of Contract Negotiation

Stefanie Jung Peter Krebs

$260.95   $208.95

Hardback

Not in-store but you can order this
How long will it take?

QTY:

English
Springer Nature Switzerland AG
27 June 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.

By:   ,
Imprint:   Springer Nature Switzerland AG
Country of Publication:   Switzerland
Edition:   1st ed. 2019
Dimensions:   Height: 235mm,  Width: 155mm,  Spine: 16mm
Weight:   553g
ISBN:   9783030128654
ISBN 10:   3030128652
Pages:   242
Publication Date:  
Audience:   Professional and scholarly ,  Undergraduate
Format:   Hardback
Publisher's Status:   Active

JProf. Dr. iur. Stefanie Jung, M.A. (CoE), University of Siegen                                          Prof. Dr. iur. Peter Krebs, University of Siegen      

See Also