To Come to a Good Conclusion

Marc O. Opresnik
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Marc O. Opresnik: Luebeck University of Applied Sciences

Chapter 9 in The Hidden Rules of Successful Negotiation and Communication, 2014, pp 119-123 from Springer

Abstract: Abstract 1. Do not continue to discuss after the conclusion of negotiations, since you run the risk that the negotiators will once again begin to doubt what was seemingly secure. 2. Do not exert pressure on your negotiating partner when it comes to signing a contract or agreement. 3. A very effective way of giving your negotiators the feeling that they have negotiated successfully is to agree to a small concession that may appear at the last moment.

Keywords: Contract Signing; Negotiation Partner; Opposite Number; Lasting Impression; Secure Closure (search for similar items in EconPapers)
Date: 2014
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DOI: 10.1007/978-3-319-06194-8_9

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