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Einsatz Von Planungsstrategien in Der Integrativen Verhandlungsfuhrung

Einsatz Von Planungsstrategien in Der Integrativen Verhandlungsfuhrung

          
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About the Book

Unterschiedliche Ziele und kontroverse Interessen stellen Verhandlungsfuhrer bei der Suche nach tragfahigen Einigungen vor komplexe Probleme, deren Losung sich oft schwierig gestaltet. Suboptimale Verhandlungsergebnisse und Ubereinkunfte von geringem Nutzen sind die Folge. Um zu uberprufen, inwiefern die strategische Planung anstehender Verhandlungen haufige Verhandlungsprobleme vermindert, wurde ausgehend vom Selbstregulationsansatz eine Vorgehensweise zur Verhandlungsplanung konzipiert und im Rahmen eines Trainingsprogramms evaluiert. Die Ergebnisse zeigen, dass vorbereitende Uberlegungen die Einstellungen und Motive der Verhandlungsfuhrer entscheidend beeinflussten. Vorbereitete Verhandlungsfuhrer zeichneten sich durch eine gesteigerte Kooperationsbereitschaft und verbesserte kognitive Urteilsprozesse aus. Sie konnten eine anstehende Verhandlungssituation realistischer einschatzen und erzielten bessere Verhandlungsergebnisse, die sowohl den praktischen Nutzen der Verhandlungsplanung als auch die Effektivitat der konzipierten Strategie deutlich machen. vspace[0.3ex] Alexander Lang studierte von 1996 bis 2002 Psychologie an der Technischen Universitat Darmstadt und promovierte im Anschluss bis 2005. Die Schwerpunkte seiner Arbeit sind im Bereich Personalentwicklung und Erwachsenenpadagogik anzusiedeln. Als Trainer und Coach setzt er sich bei der Beratung und Schulung von Arbeitsgruppen, Verkaufern und Fuhrungskraften vor allem mit den Themen Kommunikation, Gesprachs- und Verhandlungsfuhrung auseinander.


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Product Details
  • ISBN-13: 9783832511289
  • Publisher: Logos Verlag Berlin
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 0 mm
  • Width: 145 mm
  • ISBN-10: 3832511288
  • Publisher Date: 10 Jan 2006
  • Height: 210 mm
  • No of Pages: 340
  • Series Title: German
  • Weight: 700 gr


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