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Harvard Konzept - Emotionen in der sachbezogenen Verhandlung, Freund oder Feind einer erfolgreichen Verhandlung?

Harvard Konzept - Emotionen in der sachbezogenen Verhandlung, Freund oder Feind einer erfolgreichen Verhandlung?

          
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About the Book

Studienarbeit aus dem Jahr 2012 im Fachbereich Medien / Kommunikation - Theorien, Modelle, Begriffe, Note: 1,0, Deutsche Hochschule für Gesundheit und Sport (vormals H: G Hochschule für Gesundheit & Sport, Technik & Kunst), Sprache: Deutsch, Abstract: "Das Geheimnis der Verhandlung liegt darin, die wirklichen Interessen der betreffenden Parteien in Einklang zu bringen", schrieb François de Callières, ein französischer Diplomat im Dienste Ludwig des Vierzehnten, 1716 in seinem Buch "De la manière de négocier avec les souverains". Knapp 265 Jahre später, im Jahr 1981, wurde das Harvard-Konzept veröffentlicht; eine Verhandlungsmethode, die von Roger Fisher und William Ury an der Harvard Law School im Rahmen des Harvard Negotiation Project entwickelt wurde und dessen Buch heute als ein "(...) weltweit anerkannte(s) Standardwerk der Verhandlungsführung" bezeichnet wird. Im Zentrum des Harvard-Konzeptes steht die Methode des "sachgerechten Verhandelns", welche vier Grundaspekte beinhaltet: Abbildung 1 Neben dem schon von De Callières erwähnten Aspekt "nicht Positionen, sondern Interessen in den Mittelpunkt" zu stellen, soll man außerdem "Menschen und Probleme getrennt voneinander behandeln!", mehrere Entscheidungsalternativen besitzen und zuletzt "das Ergebnis auf objektiven Entscheidungsprinzipien aufbauen!" Da das komplette Konzept auf diesen vier Aspekten beruht, möchte ich diese im Folgenden kurz erläutern. (...) In dieser Arbeit möchte ich mich detailliert mit der Rolle von Emotionen in der von Fisher und Ury konzipierten sachbezogenen Verhandlung auseinandersetzen. Bei aller Wertschätzung und Respekt gegenüber den Autoren des Harvard-Konzeptes bin ich der Meinung, dass ein rein sachliches Verhandeln ohne Emotionen nicht möglich ist und es ferner Situationen gibt, bei denen sich Emotionen positiv auf den Verhandlungserfolg auswirken können. Im Verlauf der nächsten Seiten versuche ich, diese Hypothese zu verifizieren, indem ich im zweiten Kapitel den Begriff Emotion de


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Product Details
  • ISBN-13: 9783656238997
  • Publisher: Grin Publishing
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Spine Width: 2 mm
  • Width: 148 mm
  • ISBN-10: 3656238995
  • Publisher Date: 20 Jul 2012
  • Height: 210 mm
  • No of Pages: 24
  • Series Title: German
  • Weight: 45 gr


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