Verhandlungsmanagement als betriebswirtschaftlicher Erfolgsfaktor

Negotiations occupy a central position within business. This is due to the fact that negotiations take place whenever people cannot achieve their objectives single-handedly. Consequently, diverse forms of business negotiations exist ranging from internal discussions within teams to competitive bargaining situations within the supply chain. The more surprising does it seem that the management of negotiations has been treated deficiently in literature so far. Against this background we develop a management-oriented approach to the research area of negotiation. In this sense we propose that business negotiations turn out to be most successful when they have been subjected to a comprehensive management process including the planning-, organizing-, implementing- and controlling-phase. After a brief outline over the status quo of negotiation management in practice we discuss managerial implications as well further research in the area business negotiations.