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Charakteristik eines effektiven Verhandlungsführers

Charakteristik eines effektiven Verhandlungsführers

          
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About the Book

Studienarbeit aus dem Jahr 2003 im Fachbereich BWL - Unternehmensführung, Management, Organisation, Note: 1,0, Universität Bayreuth (Institut für Philosophie), Veranstaltung: Fairness und Verhandeln, 9 Quellen im Literaturverzeichnis, Sprache: Deutsch, Abstract: Welche Fähigkeiten oder Eigenschaften hat ein effektiver, überdurchschnittlicher Verhandlungsführer, die ihn von einem nur durchschnittlichen Verhandlungsführer unterscheiden? Woher kommen diese Eigenschaften? Und wie wirken sie sich aus? Das sind die Kernfragen, um die sich diese Arbeit dreht. Es geht also vor allem darum, was ein überdurchschnittlicher Verhandlungsführer einem durchschnittlichen voraushat und warum seine Verhandlungsergebnisse effektiver sind als andere. Es scheint schwer, einen bestimmten Typ als guten Verhandlungsführer bezeichnen zu können. Denn, jemand, der sich in der einen Verhandlungssituation als erfolgreich erweist, kann in der anderen vielleicht vollkommen inkompetent sein. Beispielsweise mag ein Manager für sein Unternehmen die profitabelsten Geschäfte aushandeln, bei den Verhandlungen mit seiner Frau über die Erziehung ihrer Kinder kann er aber völlig unterliegen. Triumph in der einen und Versagen in der anderen Verhandlungssituation schließen sich also nicht gegenseitig aus. Dies führt zu der Schlussfolgerung, dass effektive Verhandlungsführung kein Persönlichkeitsmerkmal, sprich: nicht angeboren ist. Effektives Verhandeln ist also mehr durch (erlernbare) Fähigkeiten (skills), als durch die Persönlichkeit der Verhandelnden beeinflusst. Welches diese Fähigkeiten im Einzelnen sind, und wie sie sich auf Verhandlung und Verhandlungsergebnis auswirken können, soll hier deutlich gemacht werden. Einige Autoren haben sich darüber Gedanken gemacht, welche Eigenschaften einen effektiven Verhandlungsführer auszeichnen. Diese Eigenschaften wurden von ihnen in Listen zusammengestellt. Einige werden in der Arbeit wiedergegeben. Sie werden zusammengefasst und die unterschiedlichen Eigenschaf


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Product Details
  • ISBN-13: 9783638782043
  • Publisher: Grin Verlag
  • Publisher Imprint: Grin Verlag
  • Height: 216 mm
  • No of Pages: 28
  • Series Title: German
  • Weight: 45 gr
  • ISBN-10: 3638782042
  • Publisher Date: 26 Sep 2007
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 2 mm
  • Width: 140 mm


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