Abstract
Successful negotiations require an analytical, systematic structure and a result-oriented process, which enables negotiators to achieve the optimum outcome in business transactions. The book describes how international negotiations can be pursued with the industry-proven A-6 negotiation concept. The A-6 concept by Dr. Marc Helmold has its own characteristics combined with existing and elements from industrial practice or negotiation research. The framework uses standardized tools, which enable negotiators to ideally prepare for and to execute negotiations in the best possible way.
This is a preview of subscription content, log in via an institution.
Buying options
Tax calculation will be finalised at checkout
Purchases are for personal use only
Learn about institutional subscriptionsReferences
AHK. (2018). Außenhandelskammern. Offizielle Seite der deutschen Außenhandelskammern. Retrieved June 3, 2018. https://www.ahk.de/.
Deutsche Bank. (2018). Internationalen Zahlungsverkehr erfolgreich steuern. Seite der Deutsche Bank. https://www.deutsche-bank.de/pfb/content/geschaeftskunden/zahlungsverkehr_dokumentaerer-zahlungsverkehr.html.
Helmold, M. (2010). Best-in-Class Lieferantenmanagement in der Automobilindustrie. Aachen: Shaker.
Helmold, M. (2018). Erfolgreiche Verhandlungen und Best-in-Class Empfehlungen für den Verhandlungsdurchbruch. Manuskript und Workshopunterlagen im Master- und MBA-Studium.
Helmold, M. & Terry, B. (2016a). Lieferantenmanagement 2030. Wiesbaden: Springer.
Helmold, M. & Terry, B. (2016b). Global sourcing and supply management excellence in China. Singapore: Springer.
Hilsenbeck, T. (2004). Verhandeln. Handbuch von Dr. Thomas Hilsenbeck. Retrieved May 30, 2018. http://www.thomas-hilsenbeck.de/wp-content/uploads/Dr-Th-Hilsenbeck-Handbuch-Verhandeln-Vers-5_0.pdf.
Hofert, S. (2015). Rangdynamik. Warum Alphas Betas brauchen und Omegas eigentlich nützlich sind. November 20, 2015. Retrieved March 25, 2018. https://teamworks-gmbh.de/rangdynamik-warum-alphas-betas-brauchen-und-omegas-eigentlich-nuetzlich-sind/.
O’Brien, J. (2016). Negotiations for procurement professionals (2nd ed.). Croydon: Kogan Page.
Sharma, A. (2019). Types of motives: Biological, social and personal motives. Psychology. Online Article. Retrieved February 8, 2019. http://www.psychologydiscussion.net/motive/types-of-motives-biological-social-and-personal-motives-psychology/694.
Volk, H. (2018). Emotionale Dynamik eines Gespräches verstehen. Was den alltäglichen Wortwechsel entgleiten lässt. In Beschaffung aktuell. 06 2018 (S. 70–71).
Wikipedia. (2019). Institutions for international trade arbitration. Retrieved January 11, 2019. https://en.wikipedia.org/wiki/International_arbitration.
Zwager, D. (2016). Warranty claims under German law on the sale of goods. Consumer and Marketing Law, Corporate Law, Germany. Retrieved February 9, 2019. https://legalknowledgeportal.com/2016/03/31/warranty-claims-under-german-law-on-the-sale-of-goods/.
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2020 Springer Nature Switzerland AG
About this chapter
Cite this chapter
Helmold, M. (2020). A-6 Concept for Successful International Negotiations. In: Helmold, M., Dathe, T., Hummel, F., Terry, B., Pieper, J. (eds) Successful International Negotiations. Management for Professionals. Springer, Cham. https://doi.org/10.1007/978-3-030-33483-3_9
Download citation
DOI: https://doi.org/10.1007/978-3-030-33483-3_9
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-030-33482-6
Online ISBN: 978-3-030-33483-3
eBook Packages: Literature, Cultural and Media StudiesLiterature, Cultural and Media Studies (R0)