- •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
212 |
Topic Lists |
Competitive Negotiating
Not all negotiators negotiate cooperatively. Competitively-oriented negotiations are still standard practice, using pressure, threats and fraud. The following topic lists regard these aspects.
Deceptions
In the following list all terms linked to deceptions in negotiations are summarised. For instance, many tactics base upon deceptions and misleading the negotiating partner.
•\ All I‘ve got •\ Better offer
•\ Budget limitation •\ Cunning deception
•\ EANT (ethically ambiguous negotiation tactics) •\ Empty promise
•\ False deadline •\ Foggy recall
•\ Knocking on the bush •\ Ostensible connexity •\ Padding
•\ Presenting a false legal opinion •\ Similar-to-me-effect
•\ Strategic misrepresentation •\ Tactic of small quantities
Pressure andThreats
Pressure and threats are a common means to force the negotiating partner to make concessions or to provoke mistakes on the opposing side. The following is a compilation of all the terms associated with pressure and threats in negotiations.
•\ (Aggressive) Claim-Management (Claim or Claims Management) •\ BAFO (Best and final offer)
•\ Big fish
•\ Brinkmanship
•\ Calling a higher authority •\ Cherry picking
•\ Chicken