- •Preface
- •Contents
- •Abbreviations
- •List of Figures
- •1.1 Introductory Remarks
- •1.2 Instructions for the Use and Structure of the Book
- •1.2.2 Possible Ways to Approach This Book
- •2.2 The Start of Negotiations
- •2.3 The Core Phase of the Negotiations
- •2.4 The Agreement
- •2.5 The Implementation of the Agreement
- •2.6 The Ex-Post-Phase
- •4.1 How Germans Negotiate
- •4.1.1 Preliminary Notes
- •4.1.2 Negotiation Training
- •4.1.3 Mentalities
- •4.1.4 Orientation on Legal Rules: Safe Harbour Principle
- •4.1.5 Basic Characteristics and Approaches
- •4.1.6 Negotiation Preparation
- •4.1.7 Mock Negotiations
- •4.1.9 Small Talk
- •4.2 How Chinese Negotiate
- •4.2.1 Preliminary Notes
- •4.2.2 Negotiation Training
- •4.2.3 Mentality
- •4.2.4 Orientation Towards Legal Requirements
- •4.2.5 Trust Building and Contract Negotiations
- •4.2.6 Basic Characteristics and Approaches
- •4.2.7 Negotiation Preparation
- •4.2.9 Acquaintance Phase/Small Talk
- •4.2.10 Tactics in Contract Negotiations
- •4.3 How US-Americans Negotiate
- •4.3.1 Preliminary Note
- •4.3.2 Negotiation Training
- •4.3.3 Mentalities
- •4.3.4 Orientation Towards Legal Requirements
- •4.3.5 Basic Characteristics and Approaches
- •4.3.6 Negotiation Preparation
- •4.3.8 Small Talk
- •Topic Lists
- •Auxiliary Means
- •Actual Auxiliary Means
- •Legal Means
- •Behavioural Economics and Psychological Effects
- •Effects
- •Tactics, Techniques and Their Underlying Effects
- •Communication Techniques
- •Answering Techniques
- •Argumentation Techniques
- •Further Communication Techniques
- •Listening
- •Questioning Techniques
- •Competitive Negotiating
- •Deceptions
- •Cooperative Negotiating
- •Cooperative Negotiating
- •Mutual Trust
- •Economic Concepts and Terms
- •Emotions
- •Gaining Information
- •Improving Negotiation Skills
- •Negotiation Types
- •Negotiators (People/Parties)
- •Qualities
- •Role
- •Negotiation Strategies
- •Time
- •Bibliography
- •Further Literary Resources
- •Online Sources
- •Index
Topic Lists
The hereinafter listed topics are intended to facilitate the comprehension of the discussed topics. By means of these lists, the reader can familiarise her/himself with specific aspects of negotiations.
Due to the thematical overlap of certain aspects, some key terms may be listed more than once. In order to reduce overlapping areas, some of the thematic lists are confined to specific aspects.
The list of topics contains only the bold printed generic terms. Other key terms that are discussed within a generic term are generally not listed in order to keep the topic lists concise. Since topic lists can be related to each other, some of them are summarised under more general terms. For example, there is the general term “communication techniques” which comprises lists of topics such as “answering techniques” and “question techniques”.
Auxiliary Means
Auxiliary means are actual or legal instruments, which are required within certain techniques and are thus also needed for specific tactics or strategies or serve to avert them.
In the following, terms relating to negotiators (see under involved parties), and auxiliary means that are primarily used in the preparation of negotiations (see under preparation) are excluded:
Actual Auxiliary Means
Besides legal auxiliary means, negotiations include various actual auxiliary means. The key terms in this context are listed as follows:
© Springer Nature Switzerland AG 2019 |
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S. Jung, P. Krebs, The Essentials of Contract Negotiation, https://doi.org/10.1007/978-3-030-12866-1