Negotiation Management Tools

Abstract

Dr. Marc Helmold has been working in various management roles in the automotive and railway industries since the late 1990s. In these positions, he has negotiated with national and international customers and suppliers in the higher hundreds of millions. Projects worth billions of euros were won by well-known manufacturers of trams, commuter trains, regional trains and express trains. These projects have always involved difficult and mostly inappropriate negotiations. Since 2016 he is Professor of Business Administration, Strategic Management and Supply Chain Management (SCM). In addition to teaching and research, he advises companies on international and intercultural business and complex negotiations. Within this function and due to the deficits and weaknesses of existing negotiation concepts in an intercultural context, he has developed the A-6 negotiation concept. This concept is novel, intercultural, innovative, up-to-date, sustainable, unique; and has already been successfully implemented in various projects. The practical and easy-to-use concept comprises six phases from A-1 to A-6, which must be taken into account in each transaction in order to achieve optimal success (Helmold et al., 2019) (Fig. 18.1, Table 18.1).

Simplicity is the ultimate Sophistication.

Leonardo da Vinci