Das Harvard-Konzept

This book has radically changed the art of negotiation. For 35 years, "The Harvard Concept" has been the standard work on the subject of negotiation worldwide. It has taught us not to haggle over positions, but to focus on interests and to always separate people from problems. This makes it possible for parties to negotiate for mutual benefit and create win-win situations. Whether it's political conflicts, contract and salary negotiations, or collective bargaining talks – the Harvard Concept has forever changed the way we negotiate, resolve differences, and find solutions across all professions. The classic has been expanded with new case studies from the German-speaking world and is now presented in a completely revised edition with a brand new translation.