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Forschungsprojekt: Persönlichkeit und Verhandlungsstil: Verhandlungsmanagement by Schneider, H.

Forschungsprojekt: Persönlichkeit und Verhandlungsstil: Verhandlungsmanagement

by H. Schneider , A. Aref , M. Diegel
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Book cover type: Paperback
  • ISBN13: 9783656003526
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Grin Verlag
  • Publisher Imprint: Grin Verlag
  • Publication Date:
  • Pages: 78
  • Original Price: USD 60.5
  • Language: German
  • Edition: N/A
  • Item Weight: 114 grams
  • BISAC Subject(s): Management

Studienarbeit aus dem Jahr 2010 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 3,0, Universität Kassel (Internationales Direktmarketing), Veranstaltung: Seminar, Sprache: Deutsch, Abstract: Während Verhandlungen im täglichen Umgang mit Menschen integraler Bestandteil im Miteinander sind und unumgänglich erscheinen, hat die Forschung aufgrund der hohen Relevanz in Geschäftsprozessen damit begonnen, Verhandlungen als eigenständigen Forschungsgegenstand zu betrachten. Während sich im englischsprachigen Raum bereits intensiv mit dem Thema Verhandlungen auseinandergesetzt wurde, ist die Forschung im europäischen Sprachraum noch im Anfangsstadium, obwohl die Wichtigkeit von Verhandlungen bereits längerfristig erkannt wurde. Bisherige Forschungsergebnisse beschäftigten sich zwar mit dem Verhalten von Individuen in Verhandlungen, es konnten jedoch keine Aussagen zu den verschiedenen Verhandlungsprozessen getroffen werden. In der Literatur besteht Einigkeit darüber, dass sogenannte "soft facts" wie z.B. Emotionen und psychologische Aspekte Verhandlungen beeinflussen. Jedoch bestehen auch hier in der Forschung keine hinreichenden Erkenntnisse darüber, inwieweit diese "weichen Faktoren" Verhandlungen beeinflussen und welche Wechselwirkungen zwischen diesen Faktoren bestehen. Die mangelhafte Erforschung zum Thema Verhandlungen zeigt sich auch in den unterschiedlichen Auffassungen, was Verhandlungen darstellen. McCall und Warrington verstehen unter Verhandlungen alle schriftlichen und / oder wörtlichen Kommunikationsprozesse wodurch Parteien sowohl zu gemeinsamen als auch zu widerstreitenden Ergebnissen kommen. Im Vergleich dazu versteht der Ökonom Raymond unter Verhandlungen einen "Vorgang, bei dem zwei oder mehr Parteien eine Einigung darüber suchen, wer von ihnen in einer angestrebten Transaktion was leisten, empfangen, dulden oder unterlassen soll." Begründet werden kann die unzureichende Erforschung zum Thema Verhandlungen auch durch fehlende geso

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