Successful Negotiations : Best-in-class Recommendations for Breakthrough Negotiations

Use this book to improve your negotiation strategies

If you want to position yourself advantageously in your company in the long term, you have to master negotiation strategies. Gain a decisive advantage over your business partners and learn everything about successful negotiation with this book. The authors provide a valuable overview of concrete negotiation situations in industry and business and show ways to achieve successful negotiation breakthroughs. Their book systematically and logically brings together the following aspects:

• Negotiation preparation 
• Conducting negotiations
  
• Negotiation psychology
  
• Success in negotiations

In addition to the structured approach in a six-phase model, the authors also explain in a practical and clear manner all the psychological and non-verbal tools that lead to a successful negotiation conclusion. The authors have many years of profound international management experience and provide helpful recommendations on how to effectively take intercultural elements into account in negotiations.

The contents of the book at a glance

Learn to negotiate successfully and acquire in-depth knowledge in the following areas: 

• Negotiation concepts
• Negotiation management and preparation
  
• Best-in-class negotiations
  
• Appropriate tools and tactics in negotiations
  
• Analysis techniques of non-verbal communication
  
• Negotiations in an international context
  
• Negotiations in the face of financial difficulties and the threat of insolvency
  
• Negotiations in complex projects.
  

Who should read this book on successful negotiations? 

With its structured approach, the book is particularly recommended for employees in development, quality management, purchasing, production, marketing and sales. But also project managers, executives and entrepreneurs who repeatedly have to negotiate customers or suppliers about performance features of products and services will benefit from this book, because here they learn the negotiation techniques with which they can convince in important discussions. 

The symbiosis of theory and practice also makes this work suitable for use in higher education and provides professors, teaching staff and students in an international context with an overview of the subject.

This book is a translation of the original German 1^st edition Erfolgreiche Verhandlungen by Marc Helmold, Florian Hummel and Tracy Dathe published by Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature in 2019. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation. Springer Nature works continuously to further the development of tools for the production of books and on the related technologies to support the authors.

Prof. Dr. Marc Helmold and Prof. Florian Hummel teach at the IUBH in Berlin. Dr. Tracy Dathe works as a management consultant and teaches as a freelance lecturer at various universities. The authors have gained profound experience in top positions of international companies in Germany and abroad.