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Digitales Management von Multi-Channel-Verhandlungen

In: Praxishandbuch Digitales Management

Author

Listed:
  • Saira Moinuddin-Huber

    (NegoStrats, Negotiation Strategist)

Abstract

Zusammenfassung Mit der Zunahme an Verhandlungsmedien steigt die Bedeutsamkeit eines digitalen Verhandlungsmanagements. Die in diesem Beitrag beschriebene Forschungsstudie belegt, dass ein digitales Verhandlungsmanagement der Stellhebel für Erfolg in internationalen Geschäftsverhandlungen ist. Die Ergebnisse dieser Studie geben speziell Aufschlüsse hinsichtlich eines strategischen Einsatzes eines digitalen Managements in Multi-Channel-Verhandlungen. Die Daten für diese Forschungsstudie wurden über eine Befragung von 733 internationalen Verhandlungsexperten generiert. Durch eine qualitative Inhaltsanalyse wurden diese Datensätze zur Einführung eines digitalen Managements im Verhandlungskontext inhaltlich ausgewertet und validiert.

Suggested Citation

  • Saira Moinuddin-Huber, 2026. "Digitales Management von Multi-Channel-Verhandlungen," Springer Books, in: Stefan Detscher & Michael Hepp (ed.), Praxishandbuch Digitales Management, pages 955-970, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-49614-2_111
    DOI: 10.1007/978-3-658-49614-2_111
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