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Verhandlungen als Teil eines erfolgreichen Leadershipansatzes

In: Leadership

Author

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  • Marc Helmold

Abstract

Zusammenfassung Führungskräfte 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, 2016) Menschen haben Interessen, Wünsche, Motive und Bedürfnisse, die realisieren möchten. Diese Bedürfnisse können zwar von unterschiedlicher Natur sein, haben aber gleiche Eigenschaften und Ausprägungen.

Suggested Citation

  • Marc Helmold, 2022. "Verhandlungen als Teil eines erfolgreichen Leadershipansatzes," Springer Books, in: Leadership, chapter 0, pages 235-242, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-36364-2_20
    DOI: 10.1007/978-3-658-36364-2_20
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