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Möglichkeiten und Grenzen in der Verhandlungsführung nach dem Harvard-Konzept

Möglichkeiten und Grenzen in der Verhandlungsführung nach dem Harvard-Konzept

          
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About the Book

Studienarbeit aus dem Jahr 2016 im Fachbereich BWL - Wirtschaftspolitik, Note: 1,7, FOM Hochschule für Oekonomie & Management gemeinnützige GmbH, Frankfurt früher Fachhochschule, Sprache: Deutsch, Abstract: Verhandlungen sind seit jeher ein integraler Bestandteil des menschlichen Lebens. In unzähligen Situationen setzen wir uns mit anderen Menschen auseinander, um zu einer gemeinsamen Übereinkunft zu kommen. Sei es in Job- oder Gehaltsverhandlungen mit Vorgesetzten, beim Kauf eines neuen Autos, dem Abschluss einer Kapitalanlage, bei der Auslagerung der IT an einen Dienstleister oder bei Freihandelsabkommen. Verhandlungen treten immer dann auf, wenn zwei oder mehrere Parteien eine Verbesserung der aktuellen Position durch einen Interessensaustausch herbeiführen möchten. Oft wird mit Verhandlungen assoziiert, dass eine Partei eine stärkere Machtposition oder das bessere Verhandlungsgeschick hat. Diese Partei nutzt die asymmetrische Informationsverteilung aus und setzt sich gegen die andere Partei durch - es kommt zu einer Win-Lose-Situation. Als Gegenpol zu diesem Modell wurde vor rund 35 Jahren an der Harvard Universitat das gleichnamige Harvard-Konzept entwickelt. Es basiert auf dem Ziel, alle Parteien gleichermaßen zu Gewinnern einer Verhandlung zu machen. In dieser Abhandlung wird das Harvard-Konzept auf seine Möglichkeiten und Grenzen untersucht. Wie können die Prinzipien des Harvard-Konzepts durch Methoden und Techniken aus dem Bereich Kommunikation unterstutzt werden? Wo stößt man mit dem Vorgehen nach dem Harvard-Konzept an die Grenzen? Um diese Frage beantworten zu können, wird zunächst ein Überblick über das Thema Verhandlungen und Kommunikation geschaffen. Anschließend wird erörtert, was das Harvard-Konzept im Speziellen auszeichnet. Anhand dieser Charakteristiken werden geeignete Methoden untersucht, die im Harvard-Konzept angewendet werden können. Schließlich werden ungeeignete Situationen beleuchtet, in denen das Harvard-Konzept nicht anwendbar ist


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Product Details
  • ISBN-13: 9783668630680
  • Publisher: Grin Verlag
  • Binding: Paperback
  • Language: German
  • Returnable: N
  • Weight: 50 gr
  • ISBN-10: 3668630682
  • Publisher Date: 14 Feb 2018
  • Height: 210 mm
  • No of Pages: 28
  • Spine Width: 2 mm
  • Width: 148 mm

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