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Alex Talmon




Beispiele für Interessen sind:

. den Verhandlungspartner nicht als Kunden
verlieren

. fair behandelt werden

. keinen Präzedenzfall schaffen, dass wir „unter“
Preis
  anbieten (keine Gefährdung der Gewinnmarge)

. unser Gesicht nicht verlieren.
Alex Talmon




1. Strategie-Empfehlung:




              Das Angebot
Alex Talmon




  Das Angebot



              Anchoring
               (Ankern)
Alex Talmon




  Das Angebot
  -   Anchoring (Ankern)


        Zone of Possible
       Agreement (ZOPA)
Alex Talmon




  Das Angebot
  -   Anchoring (Ankern)
  - - Zone of Possible Agreement (ZOPA)


                     ZOPA
 EURO         P1                    P2
Alex Talmon




  Das Angebot
  -   Anchoring (Ankern)
  - - Zone of Possible Agreement (ZOPA)
  - Plausibles/ aggressives Angebot
  - Zuhören, Informationen sammeln
Alex Talmon




  Die Verhandlung
  -   … ist keine Debatte
  -   ist ein Austausch von Argumenten
  -   Dient der Positionierung
  -   Dient der Transparenz
  -   Dient der Verifizierung
  -   Dient der Interessensynchronisation
Alex Talmon




  Die Verhandlung
  Empfehlungen:
  - Schweigen ist GOLD
  - Komplexität erzeugen



       Problem             Lösung
Alex Talmon




  Die Verhandlung
  Empfehlungen:
  Verhandeln heißt Psycho-Krieg?
  - Schweigen ist GOLD
  - Komplexität erzeugen
  - Closing im Auge behalten für
    etwaige Konzessionen!

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Richtiges Armdrücken bei Vertragsverhandlungen

  • 1. Alex Talmon Beispiele für Interessen sind: . den Verhandlungspartner nicht als Kunden verlieren . fair behandelt werden . keinen Präzedenzfall schaffen, dass wir „unter“ Preis anbieten (keine Gefährdung der Gewinnmarge) . unser Gesicht nicht verlieren.
  • 3. Alex Talmon Das Angebot Anchoring (Ankern)
  • 4. Alex Talmon Das Angebot - Anchoring (Ankern) Zone of Possible Agreement (ZOPA)
  • 5. Alex Talmon Das Angebot - Anchoring (Ankern) - - Zone of Possible Agreement (ZOPA) ZOPA EURO P1 P2
  • 6. Alex Talmon Das Angebot - Anchoring (Ankern) - - Zone of Possible Agreement (ZOPA) - Plausibles/ aggressives Angebot - Zuhören, Informationen sammeln
  • 7. Alex Talmon Die Verhandlung - … ist keine Debatte - ist ein Austausch von Argumenten - Dient der Positionierung - Dient der Transparenz - Dient der Verifizierung - Dient der Interessensynchronisation
  • 8. Alex Talmon Die Verhandlung Empfehlungen: - Schweigen ist GOLD - Komplexität erzeugen Problem Lösung
  • 9. Alex Talmon Die Verhandlung Empfehlungen: Verhandeln heißt Psycho-Krieg? - Schweigen ist GOLD - Komplexität erzeugen - Closing im Auge behalten für etwaige Konzessionen!