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In sechs Schritten zum Verhandlungsdurchbruch

In: Verhandlungen gewinnen

Author

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  • Marc Helmold

Abstract

Zusammenfassung Die Fähigkeit zur Verhandlung wurde lange Zeit als die Fähigkeit und Begabung besonders ausgebildeter Menschen betrachtet. Das A-6 Verhandlungskonzept ist ein in sechs Schritten systematisch aufgebautes und ganzheitliches Konzept, das den vollständigen Weg von der Verhandlungsvorbereitung bis zur Einigung in dem Verhandlungsprozess beschreibt. Das Phasenmodell bildet die Basis zur Verhandlungssteuerung. Zum Einsatz kommen Methoden wie Profiling oder Fallanalyse, Erkenntnisse der Psychologie, Kognitionsforschung zur Steuerung der Verhandlungspartner, Strategien um Verhandlungsmacht zu beeinflussen und eine speziell entwickelte Verhandlungstechnik, die dazu dienen, den Verhandlungsdurchbruch zu erzielen.

Suggested Citation

  • Marc Helmold, 2023. "In sechs Schritten zum Verhandlungsdurchbruch," Springer Books, in: Verhandlungen gewinnen, chapter 0, pages 21-28, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-40306-5_3
    DOI: 10.1007/978-3-658-40306-5_3
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