Deal Making: The Secrets Of Successful Negotiations

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.

Marc Helmold (MBA) is a full-time professor at IU Internationale Hochschule Berlin, Germany. He teaches bachelor's, master's, and MBA courses in business management, operations management, lean management, quality management, and leadership. He has previously held several executive leadership positions at OEMs in the automotive, railway, and aviation industries. At IU Internationale Hochschule, where he has been working since 2016, he also conducts workshops on lean and quality management and leadership.