Preparation and Negotiation Process

  • Stefanie Jung
  • Peter Krebs


Negotiations can be divided into different negotiation phases (→ negotiation phases). The most important steps are
  • – the preparation of negotiations,

  • – the start of negotiations,

  • – the core phase of negotiations,

  • – the agreement,

  • – the implementation of the agreement and

  • – the ex-post-phase.

The following sections outline the most important aspects of each individual negotiation phase.


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Copyright information

© Springer Nature Switzerland AG 2019

Authors and Affiliations

  • Stefanie Jung
    • 1
  • Peter Krebs
    • 1
  1. 1.Faculty IIIUniversity of SiegenSiegenGermany

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