Successful negotiation with the Driver-Seat Concept

verfasst von: Hermann Rock

Verlag: Springer Fachmedien Wiesbaden

Enthalten in: Springer Professional "Wirtschaft+Technik" , Springer Professional "Wirtschaft"

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Über dieses Buch

With this book, Hermann Rock provides time-structured core negotiation strategies that can be immediately applied in practice. The author's expertise comes primarily from negotiations in the context of M&A transactions and management investments. However, the concepts presented are equally applicable to negotiations of financing, car purchase, lease or service contracts and thus universally applicable. Three (scientifically based) basic strategies are presented, which the reader can adapt to his or her specific negotiation situation. The examples chosen for illustration are concrete cases negotiated by the author himself. With the certainty of having understood the three basic strategies, the reader enters the negotiation with a positive basic mood and thus creates the basis for his negotiation success. Hermann Rock has successfully presented his strategies for negotiation management many times in lectures and magazines (Focus) and now presents them for the first time in book form as a consistent further development of the Harvard concept.

Inhaltsverzeichnis

Frontmatter

1. Definition, Structure, Preparation

Abstract

First, I briefly introduce the definition of negotiation and explain the structure of the book.

Hermann Rock

2. Seven Tasks of the Decision Maker

Abstract

Negotiations are conducted in order to achieve an objective goal, i.e. a mission. The missions are as varied as life itself. For example, it is about an employment contract, a car purchase, the purchase of a property, the renting of an apartment, the conclusion of a supply contract, the agreement of a joint venture/a complex company purchase, an agreement between shareholders, the resolution of a (complex) dispute or just about the next visit to a restaurant or a holiday with the partner.

Hermann Rock

3. Ten Tasks of the Negotiator

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.

Hermann Rock

4. Round of Negotiations

Abstract

Now it’s getting serious. As a Professional Negotiator you know that from now on nothing can be planned.

Hermann Rock

5. Influence

Abstract

After Chap.4 dealt with the entire process of a professionally conducted negotiation, Part 5 now deals with the Weapons of Influence, i.e. those behaviors with which we try to convince other people of our positions. Of course, you will also learn how to effectively ward off these weapons when they are directed against you.

Hermann Rock

6. Driver-Seat Concept in Comparison

Abstract

Private and business negotiations, if one does not opt for the strategy of avoidance or giving in from the outset, can be guided by the following three basic models: Confrontation, Cooperation and Compromise.

Hermann Rock

7. Checklist for the DM

Abstract

The Decision Maker has seven tasks, but they have nothing to do with direct negotiation. These seven tasks are part of the TOP LADY formula.

Hermann Rock

8. Checklist for the Primary Negotiator

Abstract

The other side is always a partner. Or vice versa: the other side is never an enemy: “Never create an enemy” (Kohlrieser). We want to find a professional solution together, and that only works with a partner.

Hermann Rock

9. Checklist: Negotiation Round

Abstract

Small Talk: “Engage in small talk” (Schranner).

Agenda: “Start … with an agenda” (Schranner).

Smart Start: Basically, let your partner open: “You go first” (Misino).

Hermann Rock

Titel: Successful negotiation with the Driver-Seat Concept
verfasst von: Hermann Rock
Verlag: Springer Fachmedien Wiesbaden
Electronic ISBN: 978-3-658-39934-4
Print ISBN: 978-3-658-39933-7
DOI: https://doi.org/10.1007/978-3-658-39934-4