 Negotiation Management ToolsMarc Helmold Chapter Chapter 18 in Successful Management Strategies and Tools, 2021, pp 185-189 from Springer Abstract: Abstract Dr. Marc Helmold has been working in various management roles in the automotive and railway industries since the late 1990s. In these positions, he has negotiated with national and international customers and suppliers in the higher hundreds of millions. Projects worth billions of euros were won by well-known manufacturers of trams, commuter trains, regional trains and express trains. These projects have always involved difficult and mostly inappropriate negotiations. Since 2016 he is Professor of Business Administration, Strategic Management and Supply Chain Management (SCM). In addition to teaching and research, he advises companies on international and intercultural business and complex negotiations. Within this function and due to the deficits and weaknesses of existing negotiation concepts in an intercultural context, he has developed the A-6 negotiation concept. This concept is novel, intercultural, innovative, up-to-date, sustainable, unique; and has already been successfully implemented in various projects. The practical and easy-to-use concept comprises six phases from A-1 to A-6, which must be taken into account in each transaction in order to achieve optimal success (Helmold et al., 2019) (Fig. 18.1, Table 18.1). Date: 2021 There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-030-77661-9_18 Ordering information: This item can be ordered from DOI: 10.1007/978-3-030-77661-9_18 Access Statistics for this chapter More chapters in Management for Professionals from Springer |
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