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A Arte da Negociação by Michael Wheeler PDF

By Michael Wheeler

ISBN-10: 854410066X

ISBN-13: 9788544100660

“A Arte da Negociação” revela como os grandes negociadores prosperaram diante do caos e da incerteza. Eles não caem na armadilha de planos rígidos. Em vez disso, entendem a negociação como um processo de exploração que exige aprendizado contínuo, adaptação e influência. Sua agilidade lhes permite chegar a um acordo quando outros estariam em um deadlock. Michael Wheeler traz clareza à natureza imprevisível da negociação, com base em sua própria pesquisa e em seu trabalho com seus colegas do Programa de Negociação. Ele explica como as melhores práticas de diplomatas como George J. Mitchell, o negociador Bruce Wasserstein e o produtor de Hollywood Jerry Weintraub se aplicam a operações cotidianas, como vender uma casa, comprar um carro ou conseguir um novo contrato. Wheeler também apresenta uma série de lições sobre agilidade e criatividade a partir de áreas como a música, os esportes, o teatro e até mesmo a ciência militar.

Michael Wheeler é professor de Prática de Gestão na Harvard enterprise tuition, onde leciona negociação em uma variedade de cursos executivos. Em anos anteriores, ele serviu como presidente do corpo docente do programa de MBA do primeiro ano e dirigiu o curso de negociação. Na Harvard company institution, recebeu o Prêmio Greenhill por suas contribuições para a missão da escola.

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In einem Tourismusnetzwerk, welches sich aus national verteilten Hotels zusammensetzt. „Virtuelle DLN“ weisen einen Bindungsgrad zwischen Netzwerk und Hierarchie auf, wobei Netzwerk im Vordergrund steht. Der hierarchische Bindungsgrad ergibt sich aus der Abhängigkeit der Netzwerkpartner gegenüber dem, der den hauptsächlichen Kundenkontaktpunkt bildet. Die anderen Netzwerkpartner bleiben verborgen im Hintergrund bzw. erbringen die Dienstleistung unter dem Dach des DLN, und somit ist deren Selbstständigkeit für den Kunden nicht transparent.

Dazwischen bewegt sich das Netzwerkkontinuum, welches je nach Ausprägungsform zwischen den beiden Extremen variieren kann. Im Weiteren ist auch der Autonomiegrad für die Struktur im DLN zu betrachten. Damit wird gezeigt, welche Freiheitsgrade die einzelnen Netzwerkpartner in der Gesamtstruktur des DLN haben. 91 89 Vgl. hierzu die Anreiz-Beitrags-Theorie von March, J. , Simon, H. : Organizations, New York 1958. 90 Vgl. : Qualitätsmanagement in Dienstleistungscentern, S. : Beziehungsmanagement. Theoretische Grundlagen und explorative Befunde, in: Marketing ZFP, 10 (1988) 3, S.

1 Begriffsabgrenzung und Typisierung 21 ebenfalls wesentliche Elemente der Ausprägungen Markt und Hierarchie wieder, sodass keine grundsätzlich differierenden Koordinationsmuster vorzufinden sind. Die Differenzierung dient hier allein der Vollständigkeit, hat jedoch keine Auswirkungen auf den weiteren Betrachtungsrahmen der Arbeit. Abbildung 2-1 stellt die grundlegende Systematisierung der Netzwerkansätze nochmals übersichtlich dar. Netzwerkansätze Interorganisational (Netzwerk als Gefüge zwischen Unternehmen) Intraorganisational (Netzwerk als Gefüge innerhalb eines Unternehmens) Betriebliche Netzwerke nach Mueller (1988) Interne Netzwerke nach Lorenzoni et al.

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A Arte da Negociação by Michael Wheeler


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