Alphabetical List of Key Notions
This chapter is the main part of this book. It gathers findings, tactics and strategies, complemented by additional explanations of the basic terms in alphabetical order.
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e Essentials of Contract Negotiation
The Essentials of Contract Negotiation
Stefanie Jung • Peter Krebs
The Essentials of Contract Negotiation
Stefanie Jung Faculty III University of Siegen Siegen, Germany
Peter Krebs Faculty III University of Siegen Siegen, Germany
Translated by Melissa Dowse (University of Siegen) Corrected by Rachel Schneider (University of Siegen)
ISBN 978-3-030-12865-4 ISBN 978-3-030-12866-1 (eBook) https://doi.org/10.1007/978-3-030-12866-1 © Springer Nature Switzerland AG 2019 This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors, and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, express or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations. This Springer imprint is published by the registered company Springer Nature Switzerland AG. The registered company address is: Gewerbestrasse 11, 6330 Cham, Switzerland
Preface
B2B negotiations are of great practical relevance. Mastering the art of negotiation can be decisive with regard to whether a contract is concluded or not. In case the parties agree on a contract, not merely the (rational) negotiation power but likewise the individual negotiation skills are a key factor to the eventual shape of the contract. Hence, employing well-trained negotiators is essential to all kinds of businesses. Acquiring negotiation skills requires much practical experience and also a certain talent. Besides, particularly dealing systematically with the topic of negotiations, learning basic skills in the field of negotiations, avoiding mistakes and the continuous aim of improving these skills is helpful. In the same way as amateur footballers in the lowest league up to the champions league all have a trainer who gives instructions, a systematic instruction to the field of negotiations is helpful for amateur negotiators as well as professional negotiators. With this work the authors want to spark the general interest for the topic of contract negotiations, help beginners and advanced negotiators to improve the quality
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