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Verhandlungsführung im Einkauf by Forster, Lajos Eric

Verhandlungsführung im Einkauf

by Lajos Eric Forster
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Book cover type: Paperback
  • ISBN13: 9783638637763
  • Binding: Paperback
  • Subject: N/A
  • Publisher: Grin Verlag
  • Publisher Imprint: Grin Verlag
  • Publication Date:
  • Pages: 42
  • Original Price: USD 26.9
  • Language: German
  • Edition: N/A
  • Item Weight: 68 grams
  • BISAC Subject(s): Production & Operations Management

Studienarbeit aus dem Jahr 2001 im Fachbereich BWL - Beschaffung, Produktion, Logistik, Note: 1,5, Duale Hochschule Baden-Württemberg Mannheim, früher: Berufsakademie Mannheim (Fachrichtung Industrie), Veranstaltung: Materialwirtschaft im Hauptstudium, Sprache: Deutsch, Abstract: Menschen stehen auf der gesamten Erde in wirtschaftlichen Beziehungen zueinander. Lieferanten und Kunden haben unterschiedliche Ziele bei einem Kaufgeschäft. Der Lieferant wird Ziele wie einen höheren Preis, standardisierte Produkte, geringe Transport- und Servicekosten, lange Lieferzeiten und niedrige Bestände verfolgen. Der Käufer hingegen erwartet flexible Lieferzeiten, einen niedrigen Einkaufspreis, ma geschneiderte Produkte, ständige Qualitätsverbesserungen, einen guten Service und attraktive Zahlungskonditionen. Es wird ersichtlich, dass die Ziele von Verkäufer und Einkäufer konträr sind. Um ein für beide Seiten akzeptables Geschäft zustande kommen zu lassen, müssen die Parteien miteinander verhandeln, das hei t den Gegner von der eigenen Meinung überzeugen, oder, falls das nicht von Erfolg gekrönt ist, einen gemeinsamen, neuen Lösungsweg suchen. Auf einem nationalen Markt gehören Geschäftsverhandlungen zum Tagesgeschäft eines jeden Einkäufers. Die Parteien kennen das Geschäftsgebaren des Gegenübers, dessen Kultur und Werte. Auch hier kann es schon zu Verständigungsproblemen kommen, wie sich später zeigen wird. Noch problematischer wird es, wenn die Verhandlung mit ausländischen Geschäftspartnern geführt wird. Fremde Völker haben unterschiedliche Wertvorstellungen und Kulturen, die unbedingt gekannt und beachtet werden müssen. In der vorliegenden Arbeit wird zuerst auf die Verhandlungsführung im Allgemeinen eingegangen. Abschlie end wird eine fallweise Betrachtung der Verhandlungsführung in China und den USA durchgeführt.

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