Successful negotiation with the Driver-Seat Concept

With this book, Hermann Rock provides time-structured core negotiation strategies that can be immediately applied in practice. The author's expertise comes primarily from negotiations in the context of M&A transactions and management investments. However, the concepts presented are equally applicable to negotiations of financing, car purchase, lease or service contracts and thus universally applicable. Three (scientifically based) basic strategies are presented, which the reader can adapt to his or her specific 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 with a positive basic mood and thus creates the basis for his negotiation success. Hermann Rock has successfully presented his strategies for negotiation management many times in lectures and magazines (Focus) and now presents them for the first time in book form as a consistent further development of the Harvard concept.

Structure is practice-oriented according to the typical time sequence of a negotiation Proven rules for negotiation are aggregated into three core strategies that are easy to remember With a variety of examples from the author's negotiation practice

Auteur

Dr. Hermann Rock is a lawyer and general counsel at AFINUM Management GmbH in Munich.

Contenu
Basics and conceptual clarifications.- Preparation of negotiation.- Conducting negotiation.- The aspect of influence.- Basic models of negotiation.- Checklists.