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    Success Factors of Negotiations
    Success Factors of Negotiations
    Success Factors of Negotiations
    Ebook108 pages41 minutes

    Success Factors of Negotiations

    By Andreas Haug

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    About this ebook

    Few things are “more important to running a successful company than being able to reach wise, stable, and advantageous agreements” (Movius and Susskind 2009).
    Professionally prepared and executed negotiations can create a value of millions of Euros, a few imprudent sentences in negotiations can ruin a promising power position.
    The processes and outcomes of negotiations can look quite different. The key question before, during and after particular negotiations therefore is: “What are the factors which make a negotiation successful?”
    This book offers an answer to this question by presenting ten important success factors. They are based on a profound literature review and on broad practical experience.
    The valuable findings of this book shall contribute to the success of interested negotiators around the world not only in professional but also in private context.
    LanguageEnglish
    PublisherBooks on Demand
    Release dateJul 5, 2016
    ISBN9783741258282
    Success Factors of Negotiations
    Author

    Andreas Haug

    Andreas Haug has gathered broad experience in international negotiations with customers, agents, suppliers, landlords, employees, works councils, unions, authorities and at court during the last 25 years, recently as a vice president procurement in the airline industry. Andreas Haug holds a Masters’ Degree in Business Administration from the University of Stuttgart, Germany and a Master of Management from Mc Gill University of Montreal, Canada. He earned a Doctor of Science degree from the University of Trier, Germany.

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      Book preview

      Success Factors of Negotiations - Andreas Haug

      TABLE OF CONTENTS

      FIGURES

      FOREWORD

      INTRODUCTION

      1.1 ISSUE

      1.2 OBJECTIVES

      1.3 METHOD

      CONTEXT

      2.1 DEFINITIONS

      2.1.1 Negotiation

      2.1.2 Success factors

      2.2 ASPECTS OF NEGOTIATIONS

      2.2.1 Subject

      2.2.2 Needs

      2.2.3 Power

      2.2.4 Targets

      2.2.5 Strategy

      2.2.6 Tactics

      DERIVATION OF SUCCESS FACTORS OF NEGOTIATIONS

      3.1 LITERATURE REVIEW ABOUT NEGOTIATIONS

      3.1.1 Overview

      3.1.2 Game Theory

      3.1.3 Behavioural decision theory

      3.1.4 Negotiation analysis

      3.1.5 Management approaches

      3.1.5.1 Voeth and Herbst (2009): Negotiation Management

      3.1.5.2 Fisher et al. (1999; 2004): The Harvard Concept

      3.1.5.3 Lewicki et al. (2006): Negotiation

      3.1.5.4 Lax and Sebenius (2003; 2006): 3-D Negotiation

      3.1.5.5 Wachs (2012): Faktor V

      3.1.5.6 Thompson (2012): The Mind and Heart of the Negotiator

      3.1.5.7 Hasler-Dierauer (2007): Negotiation Success

      3.1.5.8 Movius and Susskind (2009): Built to Win

      3.1.5.9 Kreggenfeld (2010): Negotiate ²

      3.1.5.10 Saner (2008): Negotiation Technique

      3.1.5.11 Schranner (2007a; 2007b; 2009)

      3.1.5.12 Braun (2008): Negotiation in Purchasing and Sales

      3.1.5.13 Macioszek (1995): Chruschtschow’s Third Shoe

      3.1.5.14 Forghani (2010): Dance Around Power

      3.1.5.15 Ruede-Wissmann (2010): Satanic Art of Negotiation

      3.1.5.16 Von Senger (2005): 36 Stratagems

      3.1.5.17 Restrepo Sáenz (2013): The Negotiation Process

      3.2 DISCUSSION REGARDING POSSIBLE SUCCESS FACTORS

      3.3 HYPOTHESES OF SUCCESS FACTORS FOR NEGOTIATIONS

      3.3.1 Comprehensive negotiation management

      3.3.2 Mastery of information

      3.3.3 Appropriate analysis of the situation

      3.3.4 Feasible set of targets

      3.3.5 Formation of an purposeful strategy

      3.3.6 Creation of value

      3.3.7 Developing negotiation power

      3.3.8 Reasonable tactics

      3.3.9 Profound negotiation skills

      3.3.10 Thorough organization

      TRANSFER INTO PRACTICE

      SUMMARY

      ABSTRACT

      APPENDIX

      BIBLIOGRAPHY

      ABOUT THE AUTOR

      CONTACT

      FIGURES

      Figure 1: Result-oriented negotiation strategies

      Figure 2: Negotiation management

      Figure 3: Success factors of negotiations

      Figure 4: Overview of negotiation tactics

      Figure 5: Checklist for successful negotiations

      FOREWORD

      Negotiations are paramount in safeguarding good business. I have observed in my career how professionally prepared and executed negotiations can create a value of millions of Euros, and have also seen how a few imprudent sentences in negotiations can ruin a promising power position.

      I am very thankful that in the course of my recent studies at McGill University of Montreal I had the opportunity to reflect on my rich experience in negotiations and that I could explore my key question: What are the factors which make a negotiation successful? from a scientific perspective.

      Thanks to Prof. Henry Mintzberg for his inspiring lectures and to my academic advisor, Prof. Pablo Restrepo Sáenz, for fruitful discussions. I also thank my various business partners and colleagues for sharing their best practice and insights into negotiations with me during the last 25 years.

      I hope that this little work may give some helpful suggestions to interested negotiators around the world and will contribute to their success.

      1 INTRODUCTION

      1.1 ISSUE

      Negotiations play an important role in management (Mintzberg 2009). Few things are more important to running a successful company than being able to reach wise, stable, and advantageous agreements. (…) This holds true whether you are negotiating with customers, partners, suppliers, regulators, or investors. (Movius and Susskind 2009, p. 1). By negotiating, millions of Euros of value are redistributed between parties. Since 1987 I have been working in the airline industry, characterized by tight margins and a partly monopolistic supplier landscape. In my career, e.g. as vice president procurement, a significant part of my activities was related to negotiations, either by my personal participation in negotiations or by managing and observing the negotiations of my teams or peers. I have gathered broad experience in international negotiations with customers, agents, suppliers, landlords, employees, works councils, unions, authorities and at court during the last 25 years. I have constantly spoken to experts and read literature about the topic in order to improve my personal knowledge and skills in negotiation and those of my organizations.

      According to my observations, the processes and outcomes of negotiations look quite different. Often, my party reached its targets, but sometimes it did not. I often analyzed the case-related reasons behind the outcome and tried to learn for future negotiations. My key question before, during and after particular negotiations therefore is: What are the factors which make a negotiation successful?

      1. 2 OBJECTIVES

      The main objective of this work is to find answers to the question: What are the factors which make a negotiation successful?

      This paper will give an overview of success factors with the help of literature, verified from the background of practice, discuss new insights and possibly trigger new research. The results of this work can serve as a practical guideline for negotiators and offer suggestions for improvements in companies, in order to create more value by

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