#Verhandlungen #Verhandeln #Verhandlungsmacht #Verhandlungsgeschick #Einkaufsverhandlungen #Verkaufsverhandlungen #Einkäufer #Verkäufer #negotiations #negotiationskills #negotiation
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Einfach besser verhandeln...

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Studienlage & Empfehlungen zum Weiterlesen:
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• Galinsky, A., Schaerer, M., & Magee, J. C. (2017). The four horsemen of power at the bargaining table. Journal of Business & Industrial Marketing, 32(4).
• Schaerer M, Teo L, Madan N, Swaab RI. Power and negotiation: review of current evidence and future directions. Curr Opin Psychol. 2020 Jun;33:47-51. doi: 10.1016/j.copsyc.2019.06.013. Epub 2019 Jun 27. PMID: 31377689
• Brett J, Thompson L: Negotiation. Organ. Behav. Hum. Decis. Process. 2016, 136:68-79.
• Fisher, Roger, William Ury, and Bruce Patton. 2006. Getting to Yes. 2nd ed. New York, NY: Penguin Putnam.
• Galinsky, A. D., & Mussweiler, T. (2002). Disconnecting outcomes and evaluations: The role of negotiator focus. Journal of Personality and Social Psychology, 83(5), 1131–1140.
• Porter, Michael E. "The Five Competitive Forces That Shape Strategy." Special Issue on HBS Centennial. Harvard Business Review 86, no. 1 (January 2008): 78–93.
Kommentar: Speziell hier interessant die Betrachtung von “Bargaining Power of Suppliers” und “Bargaining Power of Customers”
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