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Preparation and Conduct of Negotiations

In: Successful Negotiations

Author

Listed:
  • Marc Helmold
  • Tracy Dathe
  • Florian Hummel

Abstract

Summary The profound preparation of a negotiation in business transactions, in politics or in other conflicts is important for a successful negotiation outcome and represents the foundation of every negotiation. The time required for this can correspond to the planned duration of the negotiation, in some cases the preparation phase even takes more time. Only if the negotiator is informed about every detail of the negotiation and the other party and has derived a suitable approach and strategy from this, can the desired result of the negotiation be achieved. Sufficient knowledge and analysis of the negotiating partners, the positioning of one’s own side, the anticipation of the motives of the opposing side and the possible arguments of the opposing side are decisive elements in the preparation phase, as explained in detail in the A-6 negotiation concept developed by Dr. Marc Helmold. The aim of the preparation is to strengthen one’s own security in the subsequent negotiation. The aim is to ensure quick-wittedness and the ability to react to the negotiating partner.

Suggested Citation

  • Marc Helmold & Tracy Dathe & Florian Hummel, 2022. "Preparation and Conduct of Negotiations," Springer Books, in: Successful Negotiations, chapter 3, pages 55-60, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-35701-6_3
    DOI: 10.1007/978-3-658-35701-6_3
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