Das Harvard-Konzept - Der Klassiker der Verhandlungstechnik

Key Insights from "Das Harvard-Konzept - Der Klassiker der Verhandlungstechnik"

1. Principle-Centered Negotiations: This emphasizes the importance of focusing on interests and not positions. Negotiations should be based on principles, not on the stubbornness of the participants.
2. Separate the People from the Problem: The authors stress the importance of not allowing personal feelings or bias to interfere with the negotiation process. This helps to maintain a professional and productive atmosphere.
3. Focus on Interests, Not Positions: Instead of digging into a position, it is important to express and understand the underlying interests of each party. This approach opens up a wide...

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