Overview

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.

Full Product Details

Author:   Andreas Goßen
Publisher:   Springer-Verlag Berlin and Heidelberg GmbH & Co. KG
Imprint:   Springer-Verlag Berlin and Heidelberg GmbH & Co. K
ISBN:  

9783662728147

ISBN 10:   3662728141
Pages:   120
Publication Date:   31 March 2026
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

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Digital Crisis Negotiations: When Your Company Is Taken Hostage.- The Myth of Good Cop/Bad Cop – Legend, Tactic, or Outdated?.- Negotiating Trust: How Intercultural Misunderstandings Block Deals.- The 8-Field Model: Systematic Negotiation Under Pressure.- The 50 Most Important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.

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Author Information

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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