File #2588: "2019_Book_TheEssentialsOfContractNegotia.pdf"
Text
1|Preface|5
1|Contents|7
1|Abbreviations|9
1|List of Figures|11
1|Chapter 1: Introduction and Instructions for Use|12
2|1.1 Introductory Remarks|12
2|1.2 Instructions for the Use and Structure of the Book|14
3|1.2.1 Structure of the Book|14
3|1.2.2 Possible Ways to Approach This Book|15
1|Chapter 2: Preparation and Negotiation Process|18
2|2.1 Preparation of Negotiations|18
2|2.2 The Start of Negotiations|23
2|2.3 The Core Phase of the Negotiations|25
2|2.4 The Agreement|29
2|2.5 The Implementation of the Agreement|29
2|2.6 The Ex-Post-Phase|30
1|Chapter 3: Alphabetical List of Key Notions|31
1|Chapter 4: Cultural Differences in Negotiations: An Overview on the US, China and Germany|182
2|4.1 How Germans Negotiate|182
3|4.1.1 Preliminary Notes|182
3|4.1.2 Negotiation Training|183
3|4.1.3 Mentalities|183
3|4.1.4 Orientation on Legal Rules: Safe Harbour Principle|184
3|4.1.5 Basic Characteristics and Approaches|186
3|4.1.6 Negotiation Preparation|189
3|4.1.7 Mock Negotiations|191
3|4.1.8 Location, Time and Composition of the Negotiation Team|191
3|4.1.9 Small Talk|192
2|4.2 How Chinese Negotiate|193
3|4.2.1 Preliminary Notes|193
3|4.2.2 Negotiation Training|194
3|4.2.3 Mentality|194
3|4.2.4 Orientation Towards Legal Requirements|195
3|4.2.5 Trust Building and Contract Negotiations|195
3|4.2.6 Basic Characteristics and Approaches|197
3|4.2.7 Negotiation Preparation|201
3|4.2.8 Venue, Time and Composition of the Negotiation Delegation|201
3|4.2.9 Acquaintance Phase/Small Talk|202
3|4.2.10 Tactics in Contract Negotiations|203
3|4.2.11 Implementation of Negotiation Results and Further Negotiation|204
2|4.3 How US-Americans Negotiate|204
3|4.3.1 Preliminary Note|204
3|4.3.2 Negotiation Training|205
3|4.3.3 Mentalities|206
3|4.3.4 Orientation Towards Legal Requirements|207
3|4.3.5 Basic Characteristics and Approaches|208
3|4.3.6 Negotiation Preparation|213
3|4.3.7 Place, Time and Composition of the Own Negotiation Team|213
3|4.3.8 Small Talk|214
3|4.3.9 Strategies and Tactics|214
1|Topic Lists|216
2|Auxiliary Means|216
3|Actual Auxiliary Means|216
3|Legal Means|217
2|Behavioural Economics and Psychological Effects|217
3|Effects|218
3|Tactics, Techniques and Their Underlying Effects|218
2|Communication Techniques|219
3|Answering Techniques|219
3|Argumentation Techniques|219
3|Further Communication Techniques|219
3|Listening|220
3|Questioning Techniques|220
2|Competitive Negotiating|221
3|Deceptions|221
3|Pressure and Threats|221
2|Cooperative Negotiating|222
3|Cooperative Negotiating|222
3|Mutual Trust|222
2|Economic Concepts and Terms|223
2|Emotions|223
2|Gaining Information|223
2|Improving Negotiation Skills|224
2|Negotiation Types|224
2|Negotiators (People/Parties)|225
3|Qualities|225
3|Role|225
2|Negotiation Strategies|226
2|Preparation of Negotiations|226
2|Solutions and Compromises|227
2|Time|227
1|Bibliography|229
2|Further Literary Resources|243
2|Online Sources|244
1|Index|245
1|Contents|7
1|Abbreviations|9
1|List of Figures|11
1|Chapter 1: Introduction and Instructions for Use|12
2|1.1 Introductory Remarks|12
2|1.2 Instructions for the Use and Structure of the Book|14
3|1.2.1 Structure of the Book|14
3|1.2.2 Possible Ways to Approach This Book|15
1|Chapter 2: Preparation and Negotiation Process|18
2|2.1 Preparation of Negotiations|18
2|2.2 The Start of Negotiations|23
2|2.3 The Core Phase of the Negotiations|25
2|2.4 The Agreement|29
2|2.5 The Implementation of the Agreement|29
2|2.6 The Ex-Post-Phase|30
1|Chapter 3: Alphabetical List of Key Notions|31
1|Chapter 4: Cultural Differences in Negotiations: An Overview on the US, China and Germany|182
2|4.1 How Germans Negotiate|182
3|4.1.1 Preliminary Notes|182
3|4.1.2 Negotiation Training|183
3|4.1.3 Mentalities|183
3|4.1.4 Orientation on Legal Rules: Safe Harbour Principle|184
3|4.1.5 Basic Characteristics and Approaches|186
3|4.1.6 Negotiation Preparation|189
3|4.1.7 Mock Negotiations|191
3|4.1.8 Location, Time and Composition of the Negotiation Team|191
3|4.1.9 Small Talk|192
2|4.2 How Chinese Negotiate|193
3|4.2.1 Preliminary Notes|193
3|4.2.2 Negotiation Training|194
3|4.2.3 Mentality|194
3|4.2.4 Orientation Towards Legal Requirements|195
3|4.2.5 Trust Building and Contract Negotiations|195
3|4.2.6 Basic Characteristics and Approaches|197
3|4.2.7 Negotiation Preparation|201
3|4.2.8 Venue, Time and Composition of the Negotiation Delegation|201
3|4.2.9 Acquaintance Phase/Small Talk|202
3|4.2.10 Tactics in Contract Negotiations|203
3|4.2.11 Implementation of Negotiation Results and Further Negotiation|204
2|4.3 How US-Americans Negotiate|204
3|4.3.1 Preliminary Note|204
3|4.3.2 Negotiation Training|205
3|4.3.3 Mentalities|206
3|4.3.4 Orientation Towards Legal Requirements|207
3|4.3.5 Basic Characteristics and Approaches|208
3|4.3.6 Negotiation Preparation|213
3|4.3.7 Place, Time and Composition of the Own Negotiation Team|213
3|4.3.8 Small Talk|214
3|4.3.9 Strategies and Tactics|214
1|Topic Lists|216
2|Auxiliary Means|216
3|Actual Auxiliary Means|216
3|Legal Means|217
2|Behavioural Economics and Psychological Effects|217
3|Effects|218
3|Tactics, Techniques and Their Underlying Effects|218
2|Communication Techniques|219
3|Answering Techniques|219
3|Argumentation Techniques|219
3|Further Communication Techniques|219
3|Listening|220
3|Questioning Techniques|220
2|Competitive Negotiating|221
3|Deceptions|221
3|Pressure and Threats|221
2|Cooperative Negotiating|222
3|Cooperative Negotiating|222
3|Mutual Trust|222
2|Economic Concepts and Terms|223
2|Emotions|223
2|Gaining Information|223
2|Improving Negotiation Skills|224
2|Negotiation Types|224
2|Negotiators (People/Parties)|225
3|Qualities|225
3|Role|225
2|Negotiation Strategies|226
2|Preparation of Negotiations|226
2|Solutions and Compromises|227
2|Time|227
1|Bibliography|229
2|Further Literary Resources|243
2|Online Sources|244
1|Index|245