Negotiations are rarely purely factual discussions they involve psychology, strategy, and tactics. Those who react unprepared quickly lose influence. This practical guide shows you how to stay in control under pressure, actively steer the process, and act with confidence in critical moments. Through realistic case studies, you will learn what truly matters from making strong demands to de-escalating tense situations. To negotiate successfully, you need more than arguments: you need a clear structure and the right approach. Discover proven strategies to break through deadlocks, manage escalations, and confidently handle uncertainty, tactical maneuvers, and complex dynamics. An indispensable resource for anyone conducting negotiations under pressure whether in the boardroom, operational teams, digital environments, or crisis management. This handbook provides the essential tools.
The Danger of Making Offers Too Early.- Setting the Right Anchor.- The
Risk of Defectors: Global Negotiations in Key Accounts.- Using Questioning
Techniques Effectively The Risk of Open Questions.- Tactical Moves Part 1:
The Difference Between Summarizing and Paraphrasing.- Tactical Moves Part 2:
Internal Debriefing.- Behind the Scenes The Power of Informal Channels in
Business and Politics.- Lessons from Digital Crisis Negotiations: When Your
Company Is Taken Hostage.- The Myth of Good Cop/Bad Cop Legend, Tactic, or
Outdated?.- Negotiating Trust: How Intercultural Misunderstandings Block
Deals.- The 8-Field Model: Systematic Negotiation Under Pressure.- The 50
Most Important Principles for Negotiating Under Pressure.
Andreas Goßen is an expert and trainer in negotiation management. He advises international companies, start-ups, and leadership teams in particularly critical situations from M&A transactions and pricing negotiations in procurement and sales to collective bargaining with social partners and crisis scenarios such as cyberattacks or economic extortion. After several years at a renowned negotiation institute, serving on the expert board of TH Köln (Research Center for Business Mediation and Negotiation), and completing advanced studies in negotiation management at IMD (Lausanne) and INSEAD (Paris), he shares in this book proven strategies, tactical principles, and practical approaches that every negotiator can apply directly to their own cases.
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