In a recently published study entitled “Negotiation Management in Companies in Germany: From Intuition to System”, EBS Business School, Oestrich-Winkel, and the Institute for Conflict Management at the European University Viadrina, Frankfurt/Oder, examined the current state of negotiation practice and negotiation management in companies in Germany.
The authors of the study come to the conclusion that negotiation skills in companies, the qualifications of negotiators and the degree of systematic approach to negotiations could be significantly improved. In the companies surveyed, there was a lack of awareness of the importance of negotiators’ qualifications and skills for a company’s value creation process; negotiations were also perceived “as a one-off event rather than a process.”
The study is also worth reading for practitioners as the authors provide recommendations for improving negotiation management in companies.
