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Successful negotiations : best-in-class recommendations for breakthrough negotiations / / Marc Helmold, Tracy Dathe, Florian Hummel
| Successful negotiations : best-in-class recommendations for breakthrough negotiations / / Marc Helmold, Tracy Dathe, Florian Hummel |
| Autore | Helmold Marc |
| Pubbl/distr/stampa | Wiesbaden, Germany : , : Springer, , [2022] |
| Descrizione fisica | 1 online resource (259 pages) |
| Disciplina | 658.4052 |
| Soggetto topico |
Negotiation in business
Finance - Management Business communication |
| ISBN |
3658357010
9783658357016 9783658357009 3658357002 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Introduction to the negotiations. Negotiations: definition and delimitation ; Competencies and characteristics for negotiations ; Negotiations as part of the corporate strategy ; Negotiations in an international and intercultural context ; The win-win illusion in negotiations ; Negotiations in different cultures ; Negotiations in business: buyer-seller relations ; Interviews as negotiations ; Negotiations in the political arena and with non-profit organisations – Negotiation concepts. Gap between practice and theory ; Negotiation concept according to Harvard ; Schranner’s negotiation concept: negotiations for difficult cases ; Negotiation concept A-6 according to Dr. Marc Helmond ; Differences and characteristics of the three concepts – Preparation and conduct of negotiations. Are there mutual interests? ; The zone of possible agreement: zone of mutual agreement (ZomA) and successful tips for identifying a margin of mutual agreement – Six steps to negotiation success: the A-6 model for negotiations. Six steps to successful negotiation ; Step 1 (A-1): analysis of the negotiating partners and determination of the starting position ; Step 2 (A-2): selection of appropriate strategies and tactics ; Step 3 (A-3): structure and argumentation of the negotiations ; Step 4 (A-4): conducting the negotiations (negotiations management) ; Step 5 (A-5): defending counter-arguments and fighting resistance ; Step 6 (A-6): shaping the results of negotiations and respecting agreements ; Recommendations for the effective implementation of the A-6 negotiation model – Appropriate tools for negotiation success. The five forces analysis (Porter’s five forces) ; The SWOT analysis ; Monetary risks and opportunities (ROP analysis) ; Profitability analysis and improvement (MEP) ; 5F-concept ; Recommendations for the use of appropriate tools – Nonverbal communication in negotiations. Nonverbal communication ; Positive and negative signals ; Signals of the body posture ; Facial expressions: what do facial expressions and eyes reveal? ; Recommendations: analysis and response to non-verbal communication – Negotiations in different countries. Structure and examples ; Negotiations in Germany ; Negotiations in France ; Negotiations in China ; Negotiations in the United States ; Negotiations in Japan ; Negotiations in India ; Negotiations in Russia ; Negotiations in the United Kingdom ; Negotiations in Denmark ; Negotiations in Italy ; Negotiations in the Netherlands ; Negotiations in Brazil ; Negotiations in Saudi Arabia and Arab countries ; Summary of country examples – Negotiations in the event of performance disruptions: demand management. Performance disruptions and subsequent claims management ; Demand manager (contract manager) Phases in subsequent claims management ; Recommendations for the management of subsequent claims – Negotiations in the event of financial difficulties. Signs of financial difficulties ; Recommendations for the elimination of financial difficulties – Negotiations of complex projects. Definition and characteristics of projects ; Critical success factors in projects ; Recommendations for project negotiations – Negotiations in the service sector. Characteristics of service – Summary and recommendations for negotiation success. Preparation and analysis as a prerequisite for negotiation success ; Key competences for international and intercultural negotiations ; Success factors for a breakthrough in negotiations ; Success factors for international negotiations – Suitable tools and attachments. |
| Record Nr. | UNINA-9910584482703321 |
Helmold Marc
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| Wiesbaden, Germany : , : Springer, , [2022] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Supply chain risk management : cases and industry insights / / Marc Helmold [and three others]
| Supply chain risk management : cases and industry insights / / Marc Helmold [and three others] |
| Autore | Helmold Marc |
| Pubbl/distr/stampa | Cham, Switzerland : , : Springer Nature Switzerland AG, , [2022] |
| Descrizione fisica | 1 online resource (286 pages) |
| Disciplina | 658.7 |
| Collana | Management for professionals |
| Soggetto topico |
Business logistics
Risk management Financial risk management |
| Soggetto non controllato |
Economics
Business & Economics |
| ISBN | 3-030-90800-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910551842003321 |
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Helmold Marc
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| Cham, Switzerland : , : Springer Nature Switzerland AG, , [2022] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||