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.