The profound preparation of negotiations in business, in politics or other conflicts is important to the successful outcome of a negotiation and is the foundation of any transaction. The time required for this process and activity can play a significant role and extend the time duration for the actual negotiation execution. In usual cases, the preparation phase may take more than 50–70% of the actual debate and discussion. Negotiations will only succeed if there is adequate information about the negotiation opponent, his/her motives, the scope and other important elements such as personalities, objectives and intercultural issues.
CITATION STYLE
Helmold, M. (2020). Negotiation Execution—Value Add and the ZomA. In Management for Professionals (Vol. Part F426, pp. 59–64). Springer Nature. https://doi.org/10.1007/978-3-030-33483-3_5
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