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Kooperatives Verhandeln als Schlüssel zum Verhandlungserfolg by Krellenberg, Felix

Kooperatives Verhandeln als Schlüssel zum Verhandlungserfolg

by Felix Krellenberg , Eric Siegmund
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Book cover type: Paperback
  • ISBN13: 9783668667211
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Grin Verlag
  • Publisher Imprint: Grin Verlag
  • Publication Date:
  • Pages: 38
  • Original Price: USD 26.9
  • Language: German
  • Edition: 1. Auflage
  • Item Weight: 64 grams
  • BISAC Subject(s): General

Studienarbeit aus dem Jahr 2017 im Fachbereich Führung und Personal - Sonstiges, Note: 1,3, Hochschule Wismar, Sprache: Deutsch, Abstract: Das Führen von Verhandlungen ist ein monumentaler Bestandteil des Alltags eines jeden Managers. Neben Gehaltsgesprächen mit Mitarbeitern und Etatrunden mit Geschäftsführern, gilt es, mit Abteilungen um Ressourcen zu ringen, mit Zulieferern und Vertriebsleuten über Konditionen zu debattieren und mit externen Parteien über Fusionen und Übernahmen von anderen Unternehmen zu verhandeln. Doch Verhandlungen sind nicht nur grundlegende Geschäftstätigkeiten von Managern, sie sind ebenso zentrale Aufgabe eines jeden Individuums. Menschen verhandeln tagtäglich über fast alle Lebensaspekte, weshalb ein jeder schon mal in der Situation war, seine eigenen Interessen zu vertreten. Grundsätzlich liegen Verhandlungen heterogene Interessen zugrunde. Diese Interessen beziehen sich auf ein und demselben Sachverhalt und überschneiden sich daher. Bei übereinstimmenden Interessen ist ein Verhandeln nicht notwendig, da nicht debattiert werden muss. Gegensätzliche Interessenlagen sind also Ursache und Element dafür, dass Verhandlungen statt- finden. Geschichtlich gesehen, unterliegt die Verhandlungsführung seit jeher Veränderungen. Doch stets ist das Ziel gleich geblieben, dass beide Akteure versuchen, sich durch bestimmte Verhandlungstechniken Vorteile zu verschaffen. Erfolgreich zu verhandeln hei t, dass beide Seiten gewinnen, ohne zu siegen, denn dann kann jede Seite zu einem positiven Ergebnis kommen, ohne dass es einen Verlierer gibt. Es entsteht aus zwei (oder mehreren) unterschiedlichen Zielen ein gemeinsames Ziel: der Kompromiss. Das Hauptziel dieser Arbeit ist es, dem Titel entsprechend, zu untersuchen, ob kooperative Verhandlungsführung in Verhandlungen zu erfolgreichen Abschlüssen und besseren Verhandlungsergebnissen führt und damit ein Schlüssel zum Verhandlungserfolg ist. Dafür wird zu- nächst kooperatives Verhandeln anhand verschiedener

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