- •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
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Topic Lists |
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Agenda |
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Annotations |
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Aspiration point |
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BATNA (best alternative to a negotiated agreement) |
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Body language |
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Change the standards |
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Deadline |
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Deal-breaker |
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Interim results |
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Negotiation pause |
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Prenegotiation plan |
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Principle of dual control |
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Protocols |
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Reference point |
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Retracking the deal |
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•\ SMART |
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SWOT-analysis |
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Traffic light systems |
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Legal Means
In addition to general auxiliary means, negotiations in particular also include legal auxiliary means. They are mainly (but not only) applied in the concrete drafting of contracts. However, not generally listed hereinafter are legal framework conditions.
•\ Annotations
•\ Bargaining in the shadow of the law •\ Boilerplates
•\ Negotiation clause
•\ Presenting a false legal opinion •\ Single text negotiation
Behavioural Economics and Psychological Effects
Findings from the field of behavioural economics and psychological effects often form the basis for special tactics and techniques (for this see further under tactics and techniques and their according effects). In the following all relevant terms from this field are listed.
Topic Lists |
209 |
Effects
Findings of behavioural economics and psychological effects that may be relevant in the context of contract negotiations are listed here.
•\ Availability bias •\ Backlash effect
•\ Behavioural economics •\ Bias
•\ Electronic multitasking •\ Endowment effect
•\ Framing •\ Gender
•\ Halo effect
•\ Impression (first and last) •\ Incompatibility bias
•\ Norm of reciprocity •\ Optimism bias
•\ Path dependency
•\ Reactive devaluation •\ Reference point
•\ Similar-to-me-effect •\ Status quo bias
•\ Sunk cost bias
Tactics, Techniques and Their Underlying Effects
Here follows an exemplary list of some tactics and techniques based on effects of behavioural economics or psychological effects. These effects are listed in brackets after the respective tactic or technique.
•\ Ambitious target price setting (self-fulfilling prophecy) •\ Anchor discreditation (anchoring effect)
•\ Better than that (anchoring effect)
•\ Door-in-the-face tactic (anchoring effect, norm of reciprocity) •\ First offer (anchoring effect)
•\ Foot-in-the-door technique (escalation of commitment effect) •\ Ostensible connexity (Halo effect)
•\ Salami tactic (endowment effect)
•\ Several small consessions (hedonic framing) •\ Similar-to-me-tactic (similar-to-me-effect)
•\ Tactic of small quantities (bandwagon effect, scarcity effect)