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Das Best Situation Management Modell (BSMM)

Das Best Situation Management Modell (BSMM)

Brand
Springer Nature
Manufacturer
N/A
Part Number
0
GTIN
9783658370961
Condition
New
Product Description

In diesem Essential stellt Hermann Rock zunchst das in Harvard entwickelte und in der Praxis weithin verbreitete BATNA-Modell (Best Alternative To Negotiated Agreement) vor. Eine eingehende kritische Prfung macht rasch die Schwachpunkte dieses Modells deutlich. Als Alternative prsentiert der Autor anschlieend das Best Situation Management Modell (kurz BSM-Modell). Dabei wird deutlich, wie das BSM-Modell die performancebezogenen Mngel des BATNA-Modells kompensiert. Ziel der 7 Regeln des BSM-Modells ist ausschlielich die Optimierung Ihrer Verhandlungs-Performance. Das BSM-Modell beruht wissenschaftlich auf den Erkenntnissen jahrzehntelanger Verhandlungsforschung, die von den Professoren Neale/Lys in ihrem Werk Getting (more of) what you want) erklrt werden.

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