Einkaufsverhandlungen Erfolgreich Fuhren by Peter Troczynski
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Einkaufsverhandlungen Erfolgreich Fuhren

Einkaufsverhandlungen Erfolgreich Fuhren


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About the Book

Verhandeln ist kein Lotteriespiel, der Verhandlungserfolg kein zufallig eingetretenes Ereignis. Die jeweils gegebenen Rahmenbedingungen sind fur den Ausgang einer Verhandlung zwar ein mitentscheidender Faktor. Wie aber ist zu erklaren, dass im Allgemeinen der Verkaufer als der Gegenuber dem Einkaufer geschicktere Verhandlungspartner gilt? Was macht den Unterscheid im Vertragspoker der Kontrahenten aus, ein Unterschied, der uber Erfolg oder Misserfolg entscheiden kann? Was zeichnet also die Verkaufer in Verhandlungen besonders aus? Mit welchen Mitteln packt er den Einkaufer? Das groate Ubel ist in einer mangelnden Vorbereitung zu sehen. Daher wird das Thema Verhandlungsprofiling von den Autoren besonders ausfuhrlich behandelt. Die einzelnen Schritte sind in einem umfangreichen Verhandlungsplaner am Schluss des Buches zusammen gefasst. Praxisgerechte Checklisten zeigen erfolgsrelevante Voraussetzungen auf. Genau hier setzt das Buch an, mit dem der Einkaufer die Moglichkeit erhalt, sein Selbstbild und Rollenverstandnis kritisch zu uberprufen und gegebenenfalls zu andern. Dazu werden praxiserprobte Werkzeuge beschrieben, die fur den geschulten Verkaufer selbstverstandlich sind. Auf dieser Basis kann der Einkaufer selektiv und offensiv die Vorteile eines interdisziplinaren Schaustuckes mit der Zielsetzung nutzen, in der Zukunft noch bessere Verhandlungsergebnisse zu erzielen, als in der Vergangenheit. Die aus den Verkaufer-Tools abgeleiteten und ausfuhrlich dargestellten Einkaufer-Tools sind eine ideengespickte Fundgrube fur den ergebnisorientierten Einkaufer! Dieses Buch fasziniert durch eine ungeschminkte Schilderung zielorientierter Vorbereitung, Verhandlungstaktiken und -strategien. Die Lekture ist ein Muss nicht nur fur Jungeinkaufer, sondern auch fur Einkaufsprofis. Machen Sie sich die vielschichtigen Erfahrungen der Autoren zu Nutze, die diese sowohl in der Einkaufs- und Verkaufspraxis als auch in einkaufs- und verkaufsspezifischen Work-Shops gesammelt haben.


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Product Details
  • ISBN-13: 9783886401468
  • Publisher: Duncker & Humblot
  • Publisher Imprint: Duncker & Humblot
  • Height: 239 mm
  • No of Pages: 260
  • Spine Width: 0 mm
  • Weight: 4530 gr
  • ISBN-10: 3886401464
  • Publisher Date: 01 Jan 2011
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Sub Title: Verkaufertools Fur Ihren Einkaufserfolg
  • Width: 165 mm

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