Negotiation Concepts

Marc Helmold (), Tracy Dathe () and Florian Hummel

Chapter 2 in Successful Negotiations, 2022, pp 41-53 from Springer

Abstract: Summary Negotiations, according to Obrien (Negotiations for Procurement Professionals. 2nd Edition. Kogan Page Croyden, 2016), are interactions of multiple parties about a specific issue with the aim of all parties to achieve a result. Negotiations are characterized by an envisaged reconciliation of interests and a negotiated settlement (Obrien, Negotiations for Procurement Professionals. 2nd Edition. Kogan Page Croyden, 2016). This is considered in all existing negotiation concepts. Probably the best known negotiation concept is the Harvard concept, which was developed by Fisher and Ury. In addition to the Harvard concept, the Schranner concept is discussed as a negotiation model for difficult negotiations. However, the focus of the publication is on the A-6 concept, which was developed by Dr. Marc Helmold and has been successfully applied in practice.

Date: 2022
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DOI: 10.1007/978-3-658-35701-6_2

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