DEAL MAKING: THE SECRETS OF SUCCESSFUL NEGOTIATIONS

Deal Making: The Secrets of Successful Negotiations is a practical guide for business students and professionals alike, structured around the author's insightful 6-phase model of successful negotiations. As a former managing director at leading automobile and railway manufacturers, the extreme pressure of difficult and lengthy negotiations with hundreds of millions of euros at stake was everyday life for Professor Marc Helmold. He has turned his extensive industry experience into a structured and logical 6-phase negotiation framework that will help readers at all points in the value chain achieve breakthroughs and success in every negotiation.

Alongside clear and informative explanations of the fundamental concepts and theories underlying business negotiations, the book offers detailed guidance on the techniques, principles, and strategies that every accomplished negotiator should have in their toolbelt. Emphasising the importance of thorough preparation, the will to succeed, effective communication skills and a proactive approach to conflict resolution, it highlights the key elements that drive success in this arena. The book is an invaluable resource for negotiators in any context, providing indispensable insider knowledge on the techniques employed by top professionals, all presented in a concise and accessible style focused on real-world applicability.

Contents:

• Negotiations and Deals
• Negotiate Like Your Life Depends on It
• Six Steps for Negotiation Breakthrough: The A-6 Negotiation Concept
• Negotiation Preparation and Situation Analysis as the Key to Success (A-1)
• Negotiation Strategies and Tactics (A-2)
• Using the Right Arguments (A-3)
• Negotiation Execution (A-4)
• Recognising and Breaking Resistance (A-5)
• Agreement and End of Negotiations (A-6)
• Fairness and Empathy in Negotiations
• Stress in Negotiations
• The FBI Concept as Successful Trigger in Negotiations (ETIB)
• Active and Analytical Listening
• Game Theory and the Prisoners' Dilemma in Negotiations
• Non-Verbal Signals in Negotiations
• Deblocking Negotiations
• Power and Power Balance in Negotiations
• Negotiations of Claims
• Warning Signals and Executing Warnings
• New Approaches in Negotiations Using Neurolinguistic Programming (NLP) as a Negotiation Tool

Readership: Advanced undergraduate and graduate students and practitioners/professionals in the fields of business management and international relations.