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Professionelles Verhandeln: Strukturen Erkennen, Verhandlungsführung Planen, Optimale Lösungen Finden by Thomas Söbbing

Professionelles Verhandeln: Strukturen Erkennen, Verhandlungsführung Planen, Optimale Lösungen Finden

by Thomas Söbbing , Dorothea Engel
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Book cover type: Paperback
  • ISBN13: 9783658442736
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Springer Gabler
  • Publisher Imprint: Springer Gabler
  • Publication Date:
  • Pages: 198
  • Original Price: EUR 37.37
  • Language: German
  • Edition: 2024
  • Item Weight: 259 grams
  • BISAC Subject(s): Management

Dieses kompakte Werk zeigt praxisnah und fundiert die besondere Struktur von Verhandlungen auf. Gute Verhandlungen verlaufen spielerisch wie ein Theaterstück in drei Akten: die Begrü ung, der Austausch von Argumenten und im dritten Akt die Einigung. Werden Sie professioneller und vor allem besser im Führen von Verhandlungen. Stellen Sie sich auf die Spielweise Ihres Gegenübers in sorgfältiger Vorbereitung ein. Es geht dabei nicht nur um Sieg und Niederlage, sondern darum, das optimale Verhandlungsergebnis - idealerweise für beide Parteien - zu erzielen.


Thomas Söbbing ist Professor für Zivilrecht mit Recht der Digitalen Wirtschaft an der Hochschule Kaiserslautern. Er hat fundierte, langjährige Verhandlungserfahrung gesammelt, u. a. als Leiter von Rechtsabteilungen namhafter Unternehmen. Auch wurde er in die General Counsel Powerlist von Legal 500 aufgenommen.

Dorothea Engel verantwortet bei einem globalen, im NYSE gelisteten Konzern weltweit die Umsetzung von Business Anforderungen in globale Vertragstemplates und die Entwicklung von Verhandlungsstrategien. Sie verfügt über mehr als 20 Jahre Erfahrung als Verhandlungsführerin und Vertragsmanagerin, vor allem im Bereich von komplexen Software und Managed Services Verträgen.

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