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008			230605s2023 gw | s |||| 0|eng d
020			_a9783658399344
024	7		_a10.1007/978-3-658-39934-4 _2doi
040			_aES-VaUEC _bspa _cES-VaUEC
050	0	4	_aHD28-70 _b2024
100	1		_aRock, Hermann. _eautor _4aut _4http://id.loc.gov/vocabulary/relators/aut
245	0	0	_aSuccessful negotiation with the Driver-Seat Concept _cby Hermann Rock
250			_a1st ed 2023
264		1	_aWiesbaden _c2023 _bSpringer International Publishing
300	0	0	_a1 recurso en línea
336			_atexto _btxt _2rdacontent
337			_aelectrónico _bc _2rdamedia
338			_arecurso electrónico _bcr _2rdacarrier
505	0		_aBasics and conceptual clarifications -- Preparation of negotiation -- Conducting negotiation -- The aspect of influence -- Basic models of negotiation -- Checklists.
520			_aWith this book, Hermann Rock provides time-structured core strategies for conducting negotiations that can be directly applied in practice. The author's expertise comes primarily from his own negotiations in the context of M&A transactions and shareholder agreements with managers, taking into account the concept of crisis negotiation developed by the FBI, among others. However, the strategies/tactics presented are universally applicable to all types of negotiations in all areas of life, such as service, rental, car purchase and financing contracts. Three (scientifically based) basic strategies are presented, which the reader can apply in his or her respective concrete negotiation situation. The examples chosen for illustration are concrete cases negotiated by the author himself. With the certainty of having understood the three basic strategies, the reader enters the negotiation confidently and with optimal motivation, thus creating the basis for his personal negotiation success. Hermann Rock has already successfully presented his strategies and tactics for negotiation many times in lectures (e.g. University of St. Gallen, MBA Program) and magazines (Focus). He now presents them for the first time in book form as a consistent further development of the Harvard concept. The content - Definition, structure, preparation - The seven tasks of the Decision Maker - The ten tasks of the Negotiator - The negotiating round - influence - The Driver Seat Concept in Comparison - Checklist for the Decision Maker - Checklist for the Primary Negotiator - Checklist: Negotiation Round. The author Dr. Hermann Rock is a lawyer and General Counsel at AFINUM Management GmbH in Munich. This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=https://doi.org/10.1007/978-3-658-39934-4 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
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988			_aSpringer_Business_2023
999			_c238676 _d238676