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The essentials of contract negotiation

Record Type:	Language materials, printed : Monograph/item
Title/Author:	The essentials of contract negotiation/ by Stefanie Jung, Peter Krebs.
Author:	Jung, Stefanie.
other author:	Krebs, Peter.
Published:	Cham :Springer International Publishing : : 2019.,
Description:	xi, 242 p. :ill., digital ; : 24 cm.;
Contained By:	Springer eBooks
Subject:	Contracts. -
Online resource:	https://doi.org/10.1007/978-3-030-12866-1
ISBN:	9783030128661

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

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

576101
Contracts.

LC Class. No.: HD2365 / .J85 2019

Dewey Class. No.: 658.4058

The essentials of contract negotiation
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245 1 4 $a The essentials of contract negotiation $h [electronic resource] / $c by Stefanie Jung, Peter Krebs.
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300 $a xi, 242 p. : $b ill., digital ; $c 24 cm.
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.
650 0 $a Contracts. $3 576101
650 0 $a Negotiation in business. $3 568408
650 0 $a Entrepreneurship. $3 559908
650 1 4 $a Fundamentals of Law. $3 884106
650 2 4 $a Law and Psychology. $3 668191
650 2 4 $a Business Law. $3 1114627
650 2 4 $a Dispute Resolution, Mediation, Arbitration. $3 885561
650 2 4 $a Civil Law. $3 671948
700 1 $a Krebs, Peter. $3 1228455
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856 4 0 $u https://doi.org/10.1007/978-3-030-12866-1
950 $a Law and Criminology (Springer-41177)