Six Steps to Negotiation Success: The A-6 Model for Negotiations

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

Chapter 4 in Successful Negotiations, 2022, pp 61-112 from Springer

Abstract: Summary Negotiations must be analytical, systematically conceptualized, well-structured and result-oriented. One model that has been applied in practice and is successful is the A-6 concept by Prof. Dr. Marc Helmold (M.B.A.). Target groups are not only small and medium-sized enterprises (SME), but also multinational corporations. In particular, companies that enter into business relationships in an intercultural context benefit from the A-6 model. Numerous negotiation successes in the automotive and railway industries have demonstrated its practical relevance. The concept was developed due to the fact that usually not all employees of a department can experience the same external training for budget reasons. For this reason, Dr. Helmold, as a manager with various trainings in the field, developed his own model, which is now successfully applied in teaching or within his consulting work [Helmold. Erfolgreiche Verhandlungen und Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Manuskript und Workshopunterlagen im Master- und MBA-Studium (2018)].

Date: 2022
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DOI: 10.1007/978-3-658-35701-6_4

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