Successful negotiation with the Driver-Seat Concept (PDF)

With this book, Hermann Rock provides time-structured core strategies for conducting negotiations that can be directly applied in practice. The author's expertise comes primarily from his own negotiations in the context of M&A transactions and shareholder agreements with managers, taking into account the concept of crisis negotiation developed by the FBI, among others. However, the strategies/tactics presented are universally applicable to all types of negotiations in all areas of life, such as service, rental, car purchase and financing contracts. Three (scientifically based) basic strategies are presented, which the reader can apply in his or her respective concrete 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 confidently and with optimal motivation, thus creating the basis for his personal negotiation success. Hermann Rock has already successfully presented his strategies and tactics for negotiation many times in lectures (e.g. University of St. Gallen, MBA Program) ¿and magazines (Focus). He now presents them for the first time in book form as a consistent further development of the Harvard concept. The content - Definition, structure, preparation - The seven tasks of the Decision Maker - The ten tasks of the Negotiator - The negotiating round - influence - The Driver Seat Concept in Comparison - Checklist for the Decision Maker - Checklist for the Primary Negotiator - Checklist: Negotiation Round. The author Dr. Hermann Rock is a lawyer and General Counsel at AFINUM Management GmbH in Munich.