Suchergebnisse

Dieses Buch versteht sich als Begleitband zum Harvard-Konzept und möchte als wichtiges, leicht zu handhabendes Arbeitsbuch über effektives Verhandeln verstanden werden.

In this article the debilitating effects of negative commitments, especially threats made at an early stage of negotiation, are explored. Mistaken views of the sources of negotiating power are analyzed and six sources of negotiating power are presented. Would-be negotiators are offered a checklist of things they can do in advance of any particular negotiation to enhance their negotiating power.