Deal Making

The Secrets Of Successful Negotiations

Marc Helmold (Iu International University Of Applied Sciences, Berlin, Germany)

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Paperback

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English

World Scientific Europe Ltd
27 June 2025

Management decision making; Business negotiation

Summary
Details

Deal Making: The Secrets of Successful Negotiations is a practical guide for business students and professionals alike, structured around the author's insightful 6-phase model of successful negotiations. As a former managing director at leading automobile and railway manufacturers, the extreme pressure of difficult and lengthy negotiations with hundreds of millions of euros at stake was everyday life for Professor Marc Helmold. He has turned his extensive industry experience into a structured and logical 6-phase negotiation framework that will help readers at all points in the value chain achieve breakthroughs and success in every negotiation.

Alongside clear and informative explanations of the fundamental concepts and theories underlying business negotiations, the book offers detailed guidance on the techniques, principles, and strategies that every accomplished negotiator should have in their toolbelt. Emphasising the importance of thorough preparation, the will to succeed, effective communication skills and a proactive approach to conflict resolution, it highlights the key elements that drive success in this arena. The book is an invaluable resource for negotiators in any context, providing indispensable insider knowledge on the techniques employed by top professionals, all presented in a concise and accessible style focused on real-world applicability.

By: Marc Helmold (Iu International University Of Applied Sciences Berlin Germany)
Imprint: World Scientific Europe Ltd
Country of Publication: United Kingdom
ISBN: 9781800615366
ISBN 10: 1800615361
Pages: 200
Publication Date: 27 June 2025
Audience: College/higher education , Professional and scholarly , Primary , Undergraduate
Format: Paperback
Publisher's Status: Active