Mastering High-Stakes Negotiations: A Practical Guide

Andreas Goßen ()

in Springer Books from Springer

Date: 2026
ISBN: 978-3-662-72815-4
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Chapters in this book:

Ch Chapter 1 The Danger of Making Offers Too Early

Andreas Goßen

Ch Chapter 10 Negotiating Trust: How Intercultural Misunderstandings Block Negotiations

Andreas Goßen

Ch Chapter 11 The Eight-Field Model: Systematic Negotiation Under Pressure

Andreas Goßen

Ch Chapter 12 The 50 Most Important Principles for Negotiating Under Pressure

Andreas Goßen

Ch Chapter 2 Setting the “Right” Anchor

Andreas Goßen

Ch Chapter 3 The Risk of Defectors: Global Negotiations in Key Accounts

Andreas Goßen

Ch Chapter 4 Using Questioning Techniques Purposefully—The Risk of Open Questions

Andreas Goßen

Ch Chapter 5 Use of Tactics Part 1: The Difference Between Summarizing and Paraphrasing

Andreas Goßen

Ch Chapter 6 Use of Tactics Part 2: Internal Follow-Up

Andreas Goßen

Ch Chapter 7 Behind the Scenes—The Power of Informal Channels in Business and Politics

Andreas Goßen

Ch Chapter 8 Learning from Digital Crisis Negotiations: When Your Own Company Is Taken Hostage

Andreas Goßen

Ch Chapter 9 The Myth of Good Cop, Bad Cop—Legend, Tactic, or Long Outdated?

Andreas Goßen

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DOI: 10.1007/978-3-662-72815-4

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