Negotiation Execution—Value Add and the ZomA

Marc Helmold ()
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Marc Helmold: IUBH Internationale Hochschule

Chapter Chapter 5 in Successful International Negotiations, 2020, pp 59-64 from Springer

Abstract: Abstract The profound preparation of negotiations in business, in politics or other conflicts is important to the successful outcome of a negotiation and is the foundation of any transaction. The time required for this process and activity can play a significant role and extend the time duration for the actual negotiation execution. In usual cases, the preparation phase may take more than 50–70% of the actual debate and discussion. Negotiations will only succeed if there is adequate information about the negotiation opponent, his/her motives, the scope and other important elements such as personalities, objectives and intercultural issues.

Date: 2020
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Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-33483-3_5

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DOI: 10.1007/978-3-030-33483-3_5

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