Mastering High-Stakes Negotiations: A Practical Guide
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Andreas Goßen is an expert and trainer in negotiation management. He advises international companies, start-ups, and leadership teams in particularly critical situations - from M&A transactions and pricing negotiations in procurement and sales to collective bargaining with social partners and crisis scenarios such as cyberattacks or economic extortion. After several years at a renowned negotiation institute, serving on the expert board of TH Köln (Research Center for Business Mediation and Negotiation), and completing advanced studies in negotiation management at IMD (Lausanne) and INSEAD (Paris), he shares in this book proven strategies, tactical principles, and practical approaches that every negotiator can apply directly to their own cases.
Content
The Danger of Making Offers Too Early.- Setting the "Right" Anchor.- The Risk of Defectors: Global Negotiations in Key Accounts.- Using Questioning Techniques Effectively - The Risk of Open Questions.- Tactical Moves Part 1: The Difference Between Summarizing and Paraphrasing.- Tactical Moves Part 2: Internal Debriefing.- Behind the Scenes - The Power of Informal Channels in Business and Politics.- Lessons from Digital Crisis Negotiations: When Your Company Is Taken Hostage.- The Myth of Good Cop/Bad Cop - Legend, Tactic, or Outdated?.- Negotiating Trust: How Intercultural Misunderstandings Block Deals.- The 8-Field Model: Systematic Negotiation Under Pressure.- The 50 Most Important Principles for Negotiating Under Pressure.