Journal of Business & Economic Policy

Skills Management: Successful Communication in Business Negotiations
Dr. Claudius Mandel

Abstract
Negotiations represent a formative element in professional life. The development and continuous expansion of practical negotiation skills is therefore an important task within the framework of individual competence development. From an interdisciplinary perspective, this article therefore focuses on the central elements of professional negotiation: analysis, strategies and tools in the context of communication. A good negotiation result is regularly characterized by the fact that the assertiveness of one's own interests goes hand in hand with empathy for the interests of the negotiating partner. In an interplay of integrative and distributive negotiation, value is jointly created and individually claimed. The more a negotiation result is based on objective decision-making principles and at the same time unfolds the power of a creative solution, the greater the chance of an agreement between the negotiating parties.

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