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Mastering High-Stakes Negotiations: A Practical Guide
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Abstract
Individual chapters are listed in the "Chapters" tab
Suggested Citation
DOI: 10.1007/978-3-662-72815-4
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Book Chapters
The following chapters of this book are listed in IDEAS- Andreas Goßen, 2026. "The Danger of Making Offers Too Early," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 1-8, Springer.
- Andreas Goßen, 2026. "Setting the “Right” Anchor," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 9-18, Springer.
- Andreas Goßen, 2026. "The Risk of Defectors: Global Negotiations in Key Accounts," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 19-31, Springer.
- Andreas Goßen, 2026. "Using Questioning Techniques Purposefully—The Risk of Open Questions," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 33-41, Springer.
- Andreas Goßen, 2026. "Use of Tactics Part 1: The Difference Between Summarizing and Paraphrasing," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 43-51, Springer.
- Andreas Goßen, 2026. "Use of Tactics Part 2: Internal Follow-Up," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 53-58, Springer.
- Andreas Goßen, 2026. "Behind the Scenes—The Power of Informal Channels in Business and Politics," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 59-69, Springer.
- Andreas Goßen, 2026. "Learning from Digital Crisis Negotiations: When Your Own Company Is Taken Hostage," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 71-84, Springer.
- Andreas Goßen, 2026. "The Myth of Good Cop, Bad Cop—Legend, Tactic, or Long Outdated?," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 85-95, Springer.
- Andreas Goßen, 2026. "Negotiating Trust: How Intercultural Misunderstandings Block Negotiations," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 97-107, Springer.
- Andreas Goßen, 2026. "The Eight-Field Model: Systematic Negotiation Under Pressure," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 109-115, Springer.
- Andreas Goßen, 2026. "The 50 Most Important Principles for Negotiating Under Pressure," Springer Books, in: Mastering High-Stakes Negotiations: A Practical Guide, chapter 0, pages 117-120, Springer.
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