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2. Verhandlungskonzepte

  • 2019
  • OriginalPaper
  • Chapter
Published in:
Authors
Marc Helmold
Tracy Dathe
Florian Hummel
Published in
Erfolgreiche Verhandlungen
Publisher
Springer Fachmedien Wiesbaden

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Zusammenfassung

Verhandlungen sind laut Obrien (2016) Interaktionen von mehreren Parteien über einen konkreten Sachverhalt mit dem Ziel aller Beteiligten, ein Ergebnis zu erzielen. Verhandlungen sind gekennzeichnet durch einen anvisierten Interessenausgleich und einen Verhandlungsausgleich (Obrien 2016). Dies wird in allen existierenden Verhandlungskonzepten berücksichtigt. Das wahrscheinlich bekannteste Verhandlungskonzept ist das Harvard-Konzept, welches von Fisher und Ury entwickelt worden ist. Neben dem Harvard-Konzept wird auf das Schranner-Konzept als Verhandlungsmodell für schwierige Verhandlungen eingegangen. Im Mittelpunkt der Publikation steht jedoch das A-6-Konzept, welches von Dr. Marc Helmold entwickelt und in der Praxis erfolgreich angewandt worden ist.
Wer so spricht, dass er verstanden wird, spricht gut.
Molière (1622–1673)

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previous chapter Einführung in die Verhandlungen
next chapter Vorbereitung und Verhandlungsführung
Title
Verhandlungskonzepte
Authors
Marc Helmold
Tracy Dathe
Florian Hummel
Copyright Year
2019
Book
Erfolgreiche Verhandlungen

Print ISBN: 978-3-658-23968-8

Electronic ISBN: 978-3-658-23969-5

Copyright Year: 2019

DOI
https://doi.org/10.1007/978-3-658-23969-5_2
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