Das Ethos in der Einleitungsphase einer Verhandlung. Vertrauen als Schlüssel eines effizienten und zielgerichteten Verhandlungsbeginns
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Studienarbeit aus dem Jahr 2014 im Fachbereich Rhetorik / Phonetik / Sprechwissenschaft, Note: 1,0, Eberhard-Karls-Universität Tübingen (Seminar für Allgemeine Rhetorik), Veranstaltung: Proseminar: Verhandlungsrhetorik, Sprache: Deutsch, Abstract: Der erste Eindruck ist entscheidend! Gerade in Verhandlungen, in denen sich meist Fremde gegenübersitzen, kann sich derjenige, der schnell das Vertrauen des Anderen gewinnt, einen Vorteil verschaffen. Die Einleitungsphase ist hierbei besonders wichtig, denn die Chance auf einen guten ersten Eindruck gibt es nur ein einziges Mal. Doch was bewegt einen Menschen dazu, einem anderen Menschen Vertrauen zu schenken und wie kann jemand durch taktisches Kommunizieren und Verhalten sogar dazu gebracht werden, dieses Vertrauen einem Fremden entgegenzubringen? Dr. Robert B. Cialdini von der Arizona State University beschreibt in seinem Buch "Influence. The Psychology of Persuasion" sechs Prinzipien, die, sozialpsychologisch betrachtet, die Chance auf ein erfolgreiches Verkaufsgespräch, das ja durchaus auch ein Verhandlungsgespräch darstellt, steigern sollen. Von jenen sechs Prinzipien scheinen zwei jedoch besonders, in Bezug auf die Vertrauensgewinnung, elementar wichtig zu sein, nämlich das Prinzip der "Sympathie" (engl. Orig. "Liking") und das der "Autorität". Natürlich wird niemand daran zweifeln, dass einem sympathischen oder einem autoritären Menschen mehr Vertrauen entgegen gebracht wird, als einer unsympathischen oder laienhaften Person. Wie man allerdings den aktuellen Forschungsstand optimal nutzen und sich in einer Verhandlungssituation schon zu Beginn so präsentieren und agieren kann, dass das Aufbauen von Vertrauen möglichst wenig Zeit, und somit Geld, in Anspruch nimmt, ist den Wenigsten als lernbares Wissen bewusst. Dementsprechend hohe Kosten fallen an, da man auf mehrere Sitzungen ausweichen, oder die Teams austauschen muss, weil es zu keiner Einigung kommt. Relevant ist natürlich, ob man eher ein kooperatives ode
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