Verhandeln: Strategie - Taktik - Technik

Name: Verhandeln: Strategie - Taktik - Technik
Brand: Gabler Verlag
SKU: 9783322909152
Price: 3776.0 INR
Availability: InStock

by Willem F. G. Mastenbroek

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ISBN13: 9783322909152
Binding: Paperback
Subject: N/A
Publisher: Gabler Verlag
Publisher Imprint: Gabler Verlag
Publication Date: May 20, 2012
Pages: 263
Original Price: EUR 51.39
Language: German
Edition: Softcover Repri
Item Weight: 318 grams
BISAC Subject(s): Economics / General

About The Book

In meiner Eigenschaft als Consultant interessierten mich bei der Verhandlungsführung zunächst die praktischen Möglichkeiten, wie man mit unterschiedlichen Interessen umgeht; als Sozial wissen- schaf tIer war ich überrascht über die verschiedenen Erkenntnisse über und Einsichten in den Proze des VerhandeIns. Dies bewog mich dazu, mich eingehender mit der Entwicklung von Bezugsrah- men und Modellen des Verhandelns zu beschäftigen, und veran- la te mich schlie lich, dieses Buch zu schreiben. Als Organisationsberater habe ich an zahlreichen Diskussionen und Besprechungen in einer Vielzahl von Organisationen teilge- nommen. Obwohl es nie jemand in den Sinn gekommen wäre, die- se Besprechungen als Verhandlungen zu bezeichnen, waren sie aber doch genau das. Einige von ihnen wurden so schwerfällig ge- führt, da die Gefahr einer Sackgasse bestand. In anderen Fällen verschlechterte sich die Situation zusehends, so da eine verdeckte oder gar offene Feindseligkeit entstand, eine Entwicklung, die oft nicht nur unbeabsichtigt, sondern auch unnötig war. Diese Erfah- rungen haben mir gezeigt, da Verhandlungstechniken eine dominierende und konstruktive Rolle spielen müssen. Ich habe auch gesehen, wie rasch die Beteiligten dazulernen können. Ver- handeln ist ein Verhalten, mit dem jedermann täglich konfrontiert wird. Ob wir es wollen oder nicht, ob wir es erkennen oder nicht, wir alle verhandeln. Angesichts dieser Tatsache bin ich immer wieder darüber erstaunt, wie ungeschickt manchmal Leute an ihre "Verhandlungsführung" herangehen. Zum Beispiel verwechseln sie Verhandeln mit Punktesammeln; vernachlässigen sie das Klima ("La t .

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