Verhandlung Book by Henning Erdmann - Bookswagon UAE
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Verhandlung

Verhandlung


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About the Book

Inhaltsangabe: Einleitung: Verhandeln ist in unserer Gesellschaft ein allgegenwärtiges soziales Gebaren. Einige Menschen beherrschen es gut, andere weniger, aber einige ganz wenige sind perfekt. Sie erwecken den Eindruck, als würden sie selbst auf dem Postamt noch Rabatte bekommen. Insgeheim fürchten wir alle, ihnen eines Tages am falschen Ort gegenüberzustehen, dann nämlich wenn sie uns das letzte Hemd unter dem Mantel ausziehen. Doch Scherz beiseite. Das Feilschen genießt in unseren Breiten einen zweifelhaften Ruf. Ich meine zu Unrecht. In der vorliegenden Arbeit möchte ich mich mit gängiger Theorie zur Verhandlung auseinandersetzen, um zu untersuchen, worauf es beim Verhandeln allgemein und beim Feilschen besonders ankommt. Dabei habe ich mich besonders darauf konzentriert, einen Überblick zu erstellen. Gang der Untersuchung: Dazu beschäftigte ich mich im zweiten (ersten) Abschnitt mit Begriffen aus verschiedenen Bereichen der Verhandlungstheorie, um abzustecken, welche Parameter überhaupt Berücksichtigung finden. Im dritten Abschnitt gehe ich auf psychologische Aspekte ein, die in Verhandlungen wichtig sind. Im vierten Kapitel werden einige ausgewählte, besonders prominente Verhandlungskonzepte vorgestellt. Der fünfte Abschnitt ist der Strategie gewidmet. Hier stelle ich grundsätzliche Richtungen vor, um anzudeuten in welchem Spektrum Verhandlungsstrategien liegen können. Im sechsten Abschnitt schließlich steht eine Zusammenfassung in der Form eines Handlungsleitfadens und ein Beispiel, wie dieser Handlungsleitfaden umgesetzt werden kann. Ich habe mich dazu entschlossen, einen wesentlichen Aspekt in dieser Arbeit ganz bewusst nicht zu berühren. Weil es mir darauf ankommt, das Feilschen in unserer Gesellschaft zu behandeln, habe ich auf die naheliegende Betrachtung des soziokulturellen Hintergrundes anderer Völker verzichtet. Ebenso unberührt bleibt die Geschichte des Verhandelns. Diese Themen stellen einen Komplex dar, der für sich allein im Mittelpunkt eine


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Product Details
  • ISBN-13: 9783838624730
  • Publisher: Diplom.de
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 6 mm
  • Weight: 186 gr
  • ISBN-10: 3838624734
  • Publisher Date: 02 Jul 2000
  • Height: 210 mm
  • No of Pages: 96
  • Series Title: German
  • Sub Title: Eine Auseinandersetzung mit dem Feilschen vor dem Hintergrund moderner Verhandlungstheorie
  • Width: 148 mm


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