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Verhandlungen als Teil eines erfolgreichen Entrepreneurships

In: Entrepreneurship in Zeiten der Globalisierung und Digitalisierung

Author

Listed:
  • Marc Helmold
  • Tracy Dathe
  • Isabel Dathe

Abstract

Zusammenfassung Enterpreneure müssen fast täglich mit internen und externen Stakeholdern verhandeln. Verhandlungen sind eine Form der Kommunikation, meist in Gesprächsform, über einen kontroversen Sachverhalt, die durch gegensätzliche Bedürfnisse, Interessen und Motive und gekennzeichnet sind. Grundsätzlich haben Verhandlungen das Ziel, einen Interessenausgleich zu erzielen, in dem man die Positionen und die Intensität der Bedürfnisse abwägt, und so zu einem Ergebnis kommt (Obrien, J. (2016). Negotiations for procurement professionals. 2nd Edition. Kogan Page Croyden.) Menschen haben Interessen, Wünsche, Motive und Bedürfnisse, die realisieren möchten.

Suggested Citation

  • Marc Helmold & Tracy Dathe & Isabel Dathe, 2022. "Verhandlungen als Teil eines erfolgreichen Entrepreneurships," Springer Books, in: Entrepreneurship in Zeiten der Globalisierung und Digitalisierung, chapter 0, pages 287-301, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-39018-1_20
    DOI: 10.1007/978-3-658-39018-1_20
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