Ten Tasks of the Negotiator

Hermann Rock
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Hermann Rock: AFINUM Management GmbH

Chapter 3 in Successful negotiation with the Driver-Seat Concept, 2023, pp 149-238 from Springer

Abstract: Abstract So far, the book has dealt mainly with the Decision Maker and his tasks in the negotiation. Now we change roles and turn to the Primary Negotiator. As mentioned, it is important that these two roles are strictly separated in a negotiation: The Decision Maker does not negotiate and the Primary Negotiator does not decide. Following this rule is elementary for the success of the negotiation. Only if the decision maker is uninfluenced by what is happening at the negotiating table can he make the right decisions.

Date: 2023
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DOI: 10.1007/978-3-658-39934-4_3

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