{"id":13858,"date":"2020-02-24T11:49:50","date_gmt":"2020-02-24T10:49:50","guid":{"rendered":"https:\/\/www.munich-business-school.de\/insights\/?p=13858"},"modified":"2022-07-22T10:44:49","modified_gmt":"2022-07-22T08:44:49","slug":"interview-mit-wolf-diederichs-dozent-fuer-verhandlungsfuehrung","status":"publish","type":"post","link":"https:\/\/www.munich-business-school.de\/insights\/2020\/interview-mit-wolf-diederichs-dozent-fuer-verhandlungsfuehrung\/","title":{"rendered":"Interview mit Wolf Diederichs, MBS Dozent f\u00fcr Verhandlungsf\u00fchrung"},"content":{"rendered":"\n

Wolf Diederichs ist Experte und Dozent f\u00fcr Verhandlungsf\u00fchrung. An der Munich Business School unterrichtet er seit \u00fcber 10 Jahren im MBA-Programm das Seminar „Negotiation Skills“<\/a>, das ab Fr\u00fchjahr 2020 nun auch f\u00fcr Nicht-MBAler*innen ge\u00f6ffnet wird. Die n\u00e4chsten Termine f\u00fcr das zweit\u00e4gige Seminar sind der 23. und 24. M\u00e4rz (in deutscher Sprache) sowie der 17. und 18. April (in englischer Sprache). Das Team von MBS Insights traf sich mit Wolf Diederichs zum Interview und sprach mit ihm \u00fcber das Seminar und seine Faszination f\u00fcr das Thema Verhandlungsf\u00fchrung.<\/strong><\/p>\n\n\n\n

\n\n\n\n

MBS Insights: Wie sind Sie auf das Thema des Verhandelns gekommen, was interessiert Sie daran?<\/strong><\/p>\n\n\n\n

Wolf Diederichs: Angefangen hat es 2006 mit einem Verhandlungskurs an der Harvard Business School. Das war ein richtiger Eye-Opener f\u00fcr mich. Man sagt \u201eNegotiation is not an art, it\u2019s a science\u201c, was bedeutet, dass das Thema mittlerweile sehr gut erforscht ist und man systematisch lernen kann, wie man bessere Verhandlungsergebnisse erzielt. Diese systematische Grundlage ist wichtig und fasziniert mich. Praktische Erfahrung im Verhandeln braucht man zwar auch, reicht allein jedoch nicht aus. Denn meistens kann man in der Praxis nicht einsch\u00e4tzen, wie gut das erzielte Ergebnis tats\u00e4chlich ist und ob man irgendwelche Fehler gemacht hat. Bei unseren Seminaren gibt es deshalb eine enge Verzahnung von Theorie und Praxis: Wir verhandeln \u00dcbungsf\u00e4lle und besprechen danach die Ergebnisse und Fehler, die eventuell aufgetreten sind.
Auch total spannend finde ich, dass in unseren Verhandlungsseminaren Berufst\u00e4tige aus den unterschiedlichsten L\u00e4ndern, Branchen und Funktionsbereichen zusammenkommen. Dadurch gibt es in der Gruppe immer auch unterschiedliche Perspektiven und Herangehensweisen an die Verhandlungen und somit sehr interessante Diskussionen.<\/p>\n\n\n\n

MBS Insights: Wie ist das Seminar „Negotiation Skills“ aufgebaut und welche Kompetenzen erwerben die Teilnehmenden?<\/strong><\/p>\n\n\n\n

Wolf Diederichs: Der intensive zweit\u00e4gige Kurs vermittelt einen \u00dcberblick \u00fcber die wichtigsten Grundlagen und Strategien des Verhandelns. Wir besch\u00e4ftigen uns mit den sogenannten Building Blocks einer jeden Verhandlung und schauen uns an, wie wir diese zusammenbringen k\u00f6nnen. Au\u00dferdem besprechen wir die Unterschiede zwischen Win\/Win- und Win\/Lose- Verhandlungen. Neben dem theoretischen Input spielt die praktische Anwendung aber auch eine gro\u00dfe Rolle: In interaktiven Case Studies und \u00dcbungen trainieren die Teilnehmenden immer wieder ihr praktisches Verhandlungsgeschick und bekommen n\u00fctzliche Tricks und Kniffe mit auf den Weg. Durch den intensiven Mix aus Theorie und Praxis erhalten die Teilnehmenden einen neuen Blick auf ihre eigenen Verhandlungen und k\u00f6nnen pers\u00f6nliche Verhaltensmuster besser erkennen und korrigieren.<\/p>\n\n\n\n

MBS Insights: Bisher war das Seminar nur f\u00fcr MBA-Studierende ge\u00f6ffnet. Warum sollten auch Nicht-Studierende an dem Seminar teilnehmen?<\/strong><\/p>\n\n\n\n

Wolf Diederichs: Verhandeln ist nat\u00fcrlich nicht nur f\u00fcr MBA-Studierende relevant. Verhandlungskompetenz braucht man in allen Branchen sowie auf allen Fach- und F\u00fchrungsebenen. Dennoch fehlt das Thema der Verhandlungsf\u00fchrung in vielen Ausbildungen, sodass oft noch Unsicherheiten und Missverst\u00e4ndnisse bestehen. Deshalb freut es mich umso mehr, dass der \u201eNegotiation Skills\u201c-Kurs der Munich Business School nun auch au\u00dferhalb des MBA Programms als einzeln buchbares Seminar angeboten wird.<\/p>\n\n\n\n

MBS Insights: F\u00fcr welche Arbeitsfelder und Zielgruppen ist das Seminar relevant?<\/strong><\/p>\n\n\n\n

Wolf Diederichs: Verhandeln ist eine Kernkompetenz f\u00fcr effektive Manager*innen und Mitarbeiter*innen in Unternehmen sowie sozialen und kulturellen Einrichtungen. Die meisten Aufgaben in der Praxis lassen sich nur gemeinsam mit Kolleg*innen, Lieferant*innen oder Kund*innen l\u00f6sen. Der Gesch\u00e4ftserfolg h\u00e4ngt somit entscheidend davon ab, wie gut es uns gelingt, die Interessen aller Beteiligten unter einen Hut zu bringen und nachhaltige Vereinbarungen zu erzielen. Vor diesem Hintergrund ist ein fundiertes Verst\u00e4ndnis von Verhandlungen wohl eine der wichtigsten Managementkompetenzen \u00fcberhaupt.<\/p>\n\n\n\n

MBS Insights: Zu Ihrer Person, was ist Ihr Hintergrund und warum sollte man das Seminar gerade bei Ihnen besuchen?<\/strong><\/p>\n\n\n\n

Wolf Diederichs: Vor langer, langer Zeit (lacht) habe ich Betriebswirtschaft an der Universit\u00e4t Passau studiert. Nach einigen Jahren als Sales Manager im Musikgesch\u00e4ft bin ich schlie\u00dflich in die Finanzbranche gewechselt und leite heute die RFP Abteilung bei Allianz Global Investors. An der Munich Business School bin ich seit \u00fcber 10 Jahren Dozent f\u00fcr Verhandlungsf\u00fchrung im MBA Programm<\/a>. Die Theorie des Verhandelns habe ich an der Harvard Business School gelernt. Die Praxis erlebe ich jeden Tag in der Arbeit, aber auch zu Hause mit meinen drei Kindern – Verhandlungen, die ich regelm\u00e4\u00dfig verliere (lacht wieder).<\/p>\n\n\n\n

MBS Insights: Vielen Dank, Herr Diederichs, f\u00fcr das nette Interview!<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

Wolf Diederichs ist Experte und Dozent f\u00fcr Verhandlungsf\u00fchrung. An der Munich Business School unterrichtet er seit \u00fcber 10 Jahren im MBA-Programm das Seminar „Negotiation Skills“, das ab Fr\u00fchjahr 2020 nun auch f\u00fcr Nicht-MBAler*innen ge\u00f6ffnet wird. […]<\/a><\/p>\n<\/div>","protected":false},"author":26,"featured_media":13871,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[36,56,2272,92,90,95,11,13,16,17],"tags":[3848,5905,8225,5913,8563,3901,8938,5429,5431,641,8940],"coauthors":[685],"class_list":["post-13858","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-executive-education-de","category-fakultaet-forschung","category-mba-de","category-mba-general-management-full-time-de","category-mba-general-management-part-time-de","category-mbs-de","category-mbs-business-blog-de","category-mbs-campus-community-de","category-mbs-news-de","category-mbs-programme","tag-executive-education","tag-interview-de","tag-negotiation-de","tag-seminar","tag-verhandeln","tag-verhandlung","tag-verhandlungsfuhrung","tag-verhandlungsmethode","tag-verhandlungsstrategie","tag-weiterbildung","tag-wolf-diederichs"],"yoast_head":"\nInterview 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