IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-3-658-35701-6_12.html
   My bibliography  Save this book chapter

Summary and Recommendations for Negotiation Success

In: Successful Negotiations

Author

Listed:
  • Marc Helmold
  • Tracy Dathe
  • Florian Hummel

Abstract

Summary Negotiations are a form of communication about a controversial issue, which are characterized by conflicting needs, interests and motives. In principle, negotiations aim to achieve a balance of interests by weighing one’s own motives against those of the other party in the negotiation and arriving at a negotiated outcome by making concessions (Obrien, Negotiations for Procurement Professionals. 2nd Edition. Kogan Page Croyden, 2016). In business, negotiations usually take place in the international trade of goods between a selling (supplier or vendor) and a buying (buyer or customer) company. Buyers have the desire and need to obtain the lowest purchase price in a transaction, whereas sellers seek the highest selling price. Thorough preparation is a prerequisite for a successful negotiation Sect. 12.4. In addition to the scope, minimum and maximum objectives (Least Desired Outcome, LDO; Most Desired Outcome, MdO) to be negotiated and achieved, the secret lies in thorough preparation and analysis of the negotiating opponents and their motives and interests.

Suggested Citation

  • Marc Helmold & Tracy Dathe & Florian Hummel, 2022. "Summary and Recommendations for Negotiation Success," Springer Books, in: Successful Negotiations, chapter 12, pages 223-230, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-35701-6_12
    DOI: 10.1007/978-3-658-35701-6_12
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-3-658-35701-6_12. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.