Success Factors of Negotiations

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.

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.