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Verhandeln, um zu siegen

Verhandeln, um zu siegen

          
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About the Book

Ob Einkaufs-, Verkaufs-, Preis-, Vertrags- oder Konfliktverhandlung, wir alle verhandeln täglich. Das Leben ist ein Verhandlungstisch. Mit den Kindern um Taschengeld oder das Nachmittagsprogramm. Mit dem Partner um den Sonntagsausflug. Mit dem Chef um Beförderung und mehr Geld. Mit Lieferanten, Kunden, Kollegen, im Restaurant um den letzten freien Platz und "ganz groß und wichtig" um das eigene Haus. Die Anlässe mögen verschieden sein und die Verhandlungspartner ständig wechselnd - die Techniken die zum Erfolg führen, sind und bleiben immer gleich, ob im beruflichen oder im privaten Kontext. Ein legendäres Verhandlungsprinzip beruht auf dem Buch "Das Harvard-Konzept" von Fisher/Ury. Die hier propagierte Empfehlung lautet: Streben Sie eine Win-Win-Situation an. Ziel ist eine konstruktive und friedliche Einigung in Konfliktsituationen. Im Vordergrund soll der größtmögliche beiderseitige Nutzen stehen. "Schluss damit!", sagt Kurt-Georg Scheible und ruft zum Ende der idealisierten Win-Win-Haltung auf. Der durch den Wunsch geschürte Glaube an eine Lösung, die für alle Beteiligten einen echten Gewinn bietet, bestimmt heute zu viele Verhandlungen. Wird dann "Win-Win" nicht erreicht - was meist der Fall ist - verhärten sich die Fronten schlagartig und es kommt zum faulen Kompromiss oder zum Abbruch der Verhandlung. Damit ist keiner Verhandlungspartei gedient. Deswegen sollte es jeder Seite daran gelegen sein, in der jeweiligen Verhandlung eindeutig zu siegen.

Table of Contents:
Geleitwort 7 Einführung 9 1 Das Briefing/Die Vorbereitung: »Wer redet mit wem über was?« 19 2 Analyse/Eigeninventur – »Auf welchen Wegen ist das gesteckte Ziel zu erreichen?« 31 3 Die Recherche: Information ist Macht! 45 4 Ziel und Strategie: Klarer Kurs für klare Ergebnisse 59 5 Das Training: Rüsten Sie auf! 79 6 Das Coaching: Ihr mentaler Fitnessraum 91 7 Die Simulation: Ihre Generalprobe 107 8 Die Verhandlung: Jetzt wird es ernst! 121 9 Die Nachbereitung: Nach der Verhandlung ist vor der Verhandlung 137 Anmerkungen 153 Index 155 Über den Autor – Kurt-Georg Scheible im Fokus 157 Das Seminar zum Buch: Raus aus der Win-Win-Falle! Verhandeln um zu siegen 163


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Product Details
  • ISBN-13: 9783527508112
  • Publisher: Wiley-VCH Verlag GmbH
  • Publisher Imprint: Blackwell Verlag GmbH
  • Height: 214 mm
  • No of Pages: 166
  • Spine Width: 17 mm
  • Width: 140 mm
  • ISBN-10: 3527508112
  • Publisher Date: 04 Feb 2015
  • Binding: Hardback
  • Language: German
  • Returnable: Y
  • Weight: 312 gr


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