Despite the importance of negotiations in companies and their contribution to strategic corporate planning, researchers … have not yet focused on assessing the development of negotiations in the future. To broaden the field of futures research … in negotiations and to provide empirical guidance about strategic business decisions to negotiators and managers, this …

Respond to Objections and What to Do When It Gets Tough -- Special Aspects of Price Negotiations -- To Come to a Good … into economic, psychological and social aspects of negotiations in an innovative and easy -to-read manner. He turns gray … negotiations. Stefan Dräger, Chairman of Dräger Verwaltungs AG In this compact and easy-to-read book, the author illustrates how …

In nahezu allen Unternehmensbereichen spielen Verhandlungen eine zentrale Rolle. Das Lehrbuch stellt einen umfassenden … Erkenntnissen der Verhandlungsforschung erläutert es Instrumente und Tools zur Planung, Steuerung und Kontrolle von Verhandlungen …