Das Buch

EVEREST ist eine Methode, nach der Einkäufer und Verkäufer gleichermaßen erfolgreich verhandeln. Doch kann das überhaupt funktionieren? Kann man Ein- und Verkäufer tatsächlich über einen Kamm scheren? Sicher nicht, werden Sie sagen, Verkäufer sind von Haus aus bis zu den Haarwurzeln aufs Verkaufen gepolt, haben das Verkaufen gewissermaßen im Blut, während Einkäufer oft nicht über vergleichbares Rüstzeug verfügen. Und auch thematisch sind sie doch so verschieden: der Einkäufer hat ein ganz anderes Ziel vor Augen als der Verkäufer.

Wäre es also nicht viel sinnvoller, zwei Verhandlungsratgeber zu schreiben: einen für die Verkäufer, damit sie noch gewiefter werden? Und einen für die Einkäufer, um sie mit einer soliden Basis auszustatten, diesem Gewieftsein souverän zu begegnen?


Leseprobe


Wir sagen: Nein. Die Systematik, die hinter einer Verhandlung steckt, ist für alle gleich. In unseren vielen Seminaren, die wir über das erfolgreiche Verhandeln gehalten haben, im Kontakt mit den Einkäufern, Verkäufern, Personalern und Projektleitern, die uns in unseren Seminaren Einblick gaben in ihre tägliche Verhandlungsarbeit, finden wir bestätigt, was die EVEREST-Methode im Kern ausmacht: wer erfolgreich verhandeln möchte, muss die Sache systematisch angehen. Und EVEREST bietet Ihnen genau dies: eine Systematik zur Vorbereitung und Durchführung von Verhandlungen. Wer Ordnung in die vielen, vielen Parameter einer Verhandlung bringt, die ihn erwartet, hat einen klaren Blick auf sein Ziel und verliert es nicht aus den Augen, so haarig die konkrete Verhandlung dann auch werden mag.

Systematik, Ordnung, Struktur: das hört sich nach viel trockener Arbeit an, werden Sie sagen. Wir wollen Ihnen darauf mit einem entschiedenen ‚Jein‘ antworten. Sie werden in der Planung und Strukturierung der Verhandlung Entscheidungen treffen, darüber, wie Sie die Verhandlung führen wollen. Und dafür müssen Sie eigene Stärken und Schwächen, Ihr Team und das Ihres Verhandlungsgegners berücksichtigen, die unterschiedlichen Ziele der verschiedenen Teilnehmer, deren Persönlichkeiten, deren Schwächen. Es geht um strategische, psychologische, rhetorische Aspekte, um Zahlen, Machtgefüge, Zielsysteme und Taktik.

Bei EVEREST schicken wir Sie maximal vorbereitet in die Verhandlung. Wir möchten, dass Sie das für Sie beste Ziel aushandeln können. Klar, das erfordert Vorbereitung. Aber schon beim zweiten Mal werden Sie feststellen: das geht mir gut von der Hand. Beim dritten Mal ist die Systematik von EVEREST bereits in Sie übergegangen und bei der vierten Vorbereitung ist es wie Fahradfahren.

Wir versprechen Ihnen: mit EVEREST haben Sie ein Handwerkszeug an der Hand, mit dem Sie alle Verhandlungen erfolgreich bestehen. EVEREST wird Ihre ganz persönliche Kompetenz, Ihre Ziele zu erreichen.


Das sagt die Presse über EVEREST:

„Kletterhilfe für den Gipfel“ (Handelsblatt vom 30. Januar 2015)

„Business-Verhandlungen werden immer komplexer. (…) Wer Ordnung in die vielen Parameter einer Verhandlung bringt, hat einen klaren Blick auf sein Ziel und verliert es nicht aus den Augen, so haarig die konkrete Verhandlung dann auch werden mag.“
(capital.de am 26. Februar 2015)

„Das Buch ist ein hilfreicher Ratgeber auf dem Weg zum Verhandlungserfolg und ist ausgestattet mit entsprechenden Tipps, praktischen Beispielen und Checklisten. Insgesamt lautet das Urteil **** SEHR EMPFEHLENSWERT“.
(t&m – Technologie & Management, Nr. 2-3/2015)

 

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