Abstract
This work is dedicated to business contract negotiations, i.e. B2B (business to business) negotiations. Hence, the below explained findings, tactics, strategies, overall concepts as well as framework conditions can apply to negotiations between companies as well to negotiations held within the company. The chapter provides not only an introduction but also a short instruction concerning the proper handling of this book in order to facilitate a better approach and improve the reader’s accessibility of the discussed matters.
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Notes
- 1.
In the German (extensive) version of this book “Die Vertragsvergsverhandlung – taktische, strategische und rechtliche Elemente” (2016, 525 pages) legal aspects are included. In that work reference is usually made to German law.
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Jung, S., Krebs, P. (2019). Introduction and Instructions for Use. In: The Essentials of Contract Negotiation. Springer, Cham. https://doi.org/10.1007/978-3-030-12866-1_1
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DOI: https://doi.org/10.1007/978-3-030-12866-1_1
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Publisher Name: Springer, Cham
Print ISBN: 978-3-030-12865-4
Online ISBN: 978-3-030-12866-1
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