- •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 |
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Creating facts |
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Credible threat |
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Deadline |
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EANT (ethically ambiguous negotiation tactics) |
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Entanglement tactic |
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False deadline |
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Refusal to communicate |
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Russian front |
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See you in court |
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Take it or leave it |
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This will hurt you more than it will hurt me |
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Warning instead of threatening |
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Cooperative Negotiating
The following is a list of all terms that are linked to negotiating cooperatively in a broader sense. There are certain overlapping areas with negotiation strategies (see under tactics), since cooperative negotiation is a negotiation strategy in itself.
Cooperative Negotiating
This section starts with a list of all terms related to cooperative negotiating, under the exclusion of all terms linked to trust (see specifically under trust).
•\ Developing the negotiation partners’ ideas •\ Harvard negotiation concept
•\ Negotiation pie •\ Orange example •\ Pareto optimum •\ Soft bargaining •\ Win-win strategy
Mutual Trust
Trust is an essential factor for the success of negotiations. Related terms are listed below. In order to reduce the overlapping areas, terms that are primarily discussed under general term of cooperative negotiations are excluded (see further under cooperative negotiations).