Competencies and Criteria for Successful Negotiations

Marc Helmold ()
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Marc Helmold: IUBH Internationale Hochschule

Chapter Chapter 3 in Successful International Negotiations, 2020, pp 31-44 from Springer

Abstract: Abstract Negotiators need to adopt certain skills and competencies, which are crucial for the negotiation breakthrough and success as stated by several authors (Helmold, Dathe, & Büsch, 2017; O’Brien, 2016; Schranner, 2009). A new report from the McKinsey Global Institute has highlighted what skills will become more important by 2030. The report predicts that there will be a dramatic increase in demand for employees including skills sets, which are of cognitive, social and intercultural nature (Buhgin, 2018).

Date: 2020
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DOI: 10.1007/978-3-030-33483-3_3

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