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Mindset-orientierte Verhandlungstrainings für Gewerkschaften: Entwicklung und Evaluierung der HANSE- und UNITED-Modelle

Author

Listed:
  • Mann, Michel
  • Warsitzka, Marco
  • Hüffmeier, Joachim
  • Trötschel, Roman

Abstract

Gewerkschaftliche Verhandlungen haben einen entscheidenden Einfluss auf Löhne, Arbeitsbedingungen und die wirtschaftliche Entwicklung von Unternehmen. Die vorliegende Studie benennt effektive Verhaltensweisen gewerkschaftlicher Verhandlungsführung, die durch eine empirische Anforderungsanalyse gewonnen wurden. Die zugrunde liegenden psychologischen Prinzipien dienen zur Konzeption eines Mindset-orientierten Verhandlungstrainings, das nicht nur Wissen und Fertigkeiten vermittelt. Es zielt auch auf eine Veränderung der Grundhaltung der Teilnehmenden, um langfristige Verhaltensänderungen zu bewirken.

Suggested Citation

  • Mann, Michel & Warsitzka, Marco & Hüffmeier, Joachim & Trötschel, Roman, 2024. "Mindset-orientierte Verhandlungstrainings für Gewerkschaften: Entwicklung und Evaluierung der HANSE- und UNITED-Modelle," Study / edition der Hans-Böckler-Stiftung, Hans-Böckler-Stiftung, Düsseldorf, volume 127, number 298850.
    • Handle: RePEc:zbw:hbsedi:298850
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    References listed on IDEAS

    as
    1. Shay S. Tzafrir & Rudolph Joseph Sanchez & Keren Tirosh-Unger, 2012. "Social Motives and Trust: Implications for Joint Gains in Negotiations," Group Decision and Negotiation, Springer, vol. 21(6), pages 839-862, November.
    2. Roman Trötschel & Marie van Treek & Caroline Heydenbluth & Kai Zhang & Johann M. Majer, 2022. "From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas," Sustainability, MDPI, vol. 14(9), pages 1-26, April.
    3. White, Sally Blount & Neale, Margaret A., 1994. "The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(2), pages 303-317, February.
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