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Learning to Negotiate
Combining practitioner guidance with empirical research, this new textbook teaches negotiation as a skill that can be learned and mastered.
Father to Son
Family firm research has shown that the cooperative resolution of conflict between the incumbent entrepreneur and his successor is crucial for the survival of the family firm. Dispute resolution research suggests that a third party acting as mediator can provide valuable support to their efforts. Father to Son synthesizes insights from both lines of research to propose when, and how, mediation can contribute to the resolution of family firm succession conflicts. It offers a clear framework to guide family firm members, as well as their advisors, through the succession process.
Father to Son
Family firm research has shown that the cooperative resolution of conflict between the incumbent entrepreneur and his successor is crucial for the survival of the family firm. Dispute resolution research suggests that a third party acting as mediator can provide valuable support to their efforts. Father to Son synthesizes insights from both lines of research to propose when, and how, mediation can contribute to the resolution of family firm succession conflicts. It offers a clear framework to guide family firm members, as well as their advisors, through the succession process.
Business Project Management and Marketing
Marketing and implementing large-volume orders and major projects calls for specific types of expertise. This textbook deals with all of the management tasks involved: order management, inquiry evaluation and proposal preparation, pricing and revenue planning, order financing and financial engineering, contract management, negotiation management, project management, and finally project cooperation. Adopting a cross-sector perspective, it examines both traditional manufacturing industries and business-to-business services. All contributions are presented in an accessible style, making the book well-suited as both a managerial textbook and valuable practical guide.
Auftrags- und Projektmanagement
Unternehmen des Anlagen- und Projektgeschäfts bilden das Rückgrat der deutschen Industrie, da sie die typischen Investitionsgüter wie Verkehrsinfrastruktur, Produktionsanlagen und Maschinen erstellen. Das vorliegende Werk beleuchtet umfassend die unterschiedlichen Konzepte, Methoden und Problembereiche der Erstellung und Vermarktung von solchen Großprojekten, die sich maßgeblich von anderen Bereichen des Business-to-Business-Marketing unterscheiden. Sie eignen sich für klassische Industriebranchen ebenso wie für den organisationalen Dienstleistungsbereich. Neu in der 2. Auflage Alle Beiträge wurden grundlegend überarbeitet und ergänzt. Die Neuauflage trägt damit sowohl den neueren Entwicklungen in der Praxis als auch den Forschungsergebnissen der letzten Jahre Rechnung. Ausgetauscht wurden die Kapitel ‚Auftragsfinanzierung und Financial Engineering‘ und ‚Projektmanagement‘, neu hinzugekommen sind die Kapitel ‚Vertragsmanagement‘ und ‚Verhandlungsmanagement‘.
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Official Register
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