© 2019

The Essentials of Contract Negotiation

  • Discusses the status quo in negotiation-science around the globe

  • Presents not only tactics and strategies but also techniques, tools and general framework conditions

  • Based on an interdisciplinary approach to negotiations, combining psychological and economic aspects as well as knowledge from the field of communication science

  • Uses topic lists to help readers understand certain aspects more quickly

  • Offers an easy-to-use, quick introduction to specific aspects of B-2-B negotiations

  • Features a chapter on how Germans negotiate

  • Includes examples and figures to vividly illustrate the content

  • Provides references to help readers further their knowledge


Table of contents

  1. Front Matter
    Pages i-xi
  2. Stefanie Jung, Peter Krebs
    Pages 1-6
  3. Stefanie Jung, Peter Krebs
    Pages 7-19
  4. Stefanie Jung, Peter Krebs
    Pages 21-171
  5. Back Matter
    Pages 207-242

About this book


This book focuses on the tactics and strategies used in business-to-business contract negotiations. In addition to outlining general negotiation concepts, techniques and tools, it provides insight into relevant framework conditions, underlying mechanisms and also presents generally occurring terms and problems. Moreover, different negotiating styles are illustrated using an exemplary presentation of negotiation peculiarities in China, the USA and Germany. The presented tactics and strategies combine interdisciplinary psychological and economic knowledge as well as findings from the field of communication science. The application scope of these tactics and strategies covers business-to-business negotiations as well as company-internal negotiations.

The fact that this book does not necessarily stipulate any prior knowledge of the subject of negotiations also makes it highly suitable for nonprofessionals with a pronounced interested in negotiations. Nonetheless, it provides proficient negotiators with a deeper understanding for situations experienced in negotiations. This book also helps practioners to identify underlying mechanisms and on this basis sustainably improve their negotiation skills.


Contract negotiations Negotiation tactics Negotiation strategies Negotiation process Negotiation phases Negotiation pie BATNA and ZOPA How Germans negotiate Harvard negotiation concept Pressure and lies in negotiations B-2-B negotiations B2B negotiations Conclusion of an agreement Terms of contract Contractual partner Mediation

Authors and affiliations

  1. 1.Faculty IIIUniversity of SiegenSiegenGermany
  2. 2.Faculty IIIUniversity of SiegenSiegenGermany

About the authors

JProf. Dr. iur. Stefanie Jung, M.A. (CoE), University of Siegen                                         

Prof. Dr. iur. Peter Krebs, University of Siegen




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