{"id":14868,"date":"2020-06-19T17:54:55","date_gmt":"2020-06-19T15:54:55","guid":{"rendered":"https:\/\/www.munich-business-school.de\/insights\/?p=14868"},"modified":"2023-07-07T08:53:40","modified_gmt":"2023-07-07T06:53:40","slug":"e-mail-verhandlungen","status":"publish","type":"post","link":"https:\/\/www.munich-business-school.de\/insights\/2020\/e-mail-verhandlungen\/","title":{"rendered":"Erfolgreich per E-Mail verhandeln – MBS-Professor Dr. Jack Nasher verr\u00e4t Tipps und Tricks"},"content":{"rendered":"\n

Wie verhandelt man erfolgreich per E-Mail? Verhandlungsexperte und MBS-Professor Dr. Jack Nasher kennt die besten Tipps und Techniken f\u00fcr E-Mail-Verhandlungen. <\/strong><\/p>\n\n\n\n

\n\n\n\n

Nachdem MBS-Professor Dr. Jack Nasher j\u00fcngst bereits die Unterschiede zwischen Pr\u00e4senz- und Online-Verhandlungen<\/a> n\u00e4her untersuchte, widmet er sich in seinem aktuellen Beitrag im Wirtschaftsmagazin Forbes <\/em>genauer den Verhandlungen per E-Mail. Basierend auf den Vor- und Nachteilen von E-Mail-Verhandlungen geht der Verhandlungsexperte der Frage nach, ob diese Art der Verhandlung effektiv und wom\u00f6glich gar effektiver als Verhandlungen von Angesicht zu Angesicht ist.<\/p>\n\n\n\n

Herausforderungen bei E-Mail-Verhandlungen<\/h2>\n\n\n\n

Die gr\u00f6\u00dften Herausforderungen und Probleme von E-Mail-Verhandlungen sieht Nasher in der visuellen Anonymit\u00e4t und r\u00e4umlichen Distanz, die dazu f\u00fchrten, dass sich die verhandelnden Parteien weniger loyal, daf\u00fcr aber mehr auf sich selbst bezogen verhielten. In der E-Mail-Kommunikation f\u00fchlen sich die Personen laut MBS Professor Nasher weniger sozial verpflichtet, sodass H\u00f6flichkeitsregeln h\u00e4ufig missachtet w\u00fcrden und E-Mails generell \u00fcber einen aggressiveren Unterton verf\u00fcgten als tats\u00e4chliche Gespr\u00e4che. Dar\u00fcber hinaus komme es in E-Mail-Kommunikation h\u00e4ufig zur Missverst\u00e4ndnissen, da „wir weniger geschickt darin sind, unsere Emotionen per E-Mail zu vermitteln, als wir denken“, so Nasher. Hinzu kommt, dass eine E-Mail bei weitem nicht so verpflichtend wahrgenommen wird wie ein direktes Gespr\u00e4ch und von viel besch\u00e4ftigten Verhandlungspartner*innen schneller ignoriert werden kann.<\/p>\n\n\n\n

Vorteile von Verhandlungen per E-Mail<\/h2>\n\n\n\n

Trotz dieser Vielzahl an Problematiken in der E-Mail-Kommunikation, kann Jack Nasher Verhandlungen per E-Mail auch etwas Positives abgewinnen. Neben dem offensichtlichen Zeit- und Geldersparnis zeige die Forschung und Praxis, dass E-Mail-Verhandlungen insbesondere f\u00fcr Frauen und Personen in niedrigeren Positionen Vorteile offenbaren. Da Statussymbole wie Kleidung, Eigenheiten, Alter und Geschlecht in E-Mail-Verhandlungen fehlen oder zumindest minimiert auftreten, kommunizieren die Menschen per Mail offener und reagieren weniger z\u00f6gerlich. E-Mail-Verhandlungen k\u00f6nnen laut Nasher also einen Status- und Machtausgleich beg\u00fcnstigen und dazu f\u00fchren, dass Verhandlungen mitunter erfolgreicher und gerechter ausgetragen werden.<\/p>\n\n\n\n

Wie so oft entscheiden also der Kontext und die jeweilige Situation dar\u00fcber, welcher Kommunikationsweg der geeignetste f\u00fcr eine Verhandlung ist. Je nach Situation und ausgestattet mit einigen Tipps, wie zum Beispiel das Einf\u00fchren eines Vorab-Gespr\u00e4ch und die Verwendung von Humor, sieht Verhandlungsexperte Jack Nasher E-Mail-Verhandlungen als n\u00fctzlichen Bestandteil des strategischen Verhandlungswerkzeugkastens. <\/p>\n\n\n\n

Der vollst\u00e4ndige Artikel und alle Tipps f\u00fcr erfolgreiche E-Mail-Verhandlungen k\u00f6nnen hier<\/a> nachgelesen werden. <\/p>\n\n\n\n

\n\n\n\n

<\/p>\n\n\n\n

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Wie verhandelt man erfolgreich per E-Mail? Verhandlungsexperte und MBS-Professor Dr. Jack Nasher kennt die besten Tipps und Techniken f\u00fcr E-Mail-Verhandlungen. Nachdem MBS-Professor Dr. Jack Nasher j\u00fcngst bereits die Unterschiede zwischen Pr\u00e4senz- und Online-Verhandlungen n\u00e4her untersuchte, […]<\/a><\/p>\n<\/div>","protected":false},"author":26,"featured_media":14869,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[44,47,9,53,36,56,3181,5608,72,78,82,86,85,2272,92,90,95,11,13,16,17,7585,7581,9366,9372,7589,9394,11996,39],"tags":[9307,3628,9304,9480,8223,6058,3901,8870,8938,5429,5431],"coauthors":[685],"class_list":["post-14868","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-bachelor-de","category-bachelor-international-business-de","category-beitragsart","category-digital-business-operations-de","category-executive-education-de","category-fakultaet-forschung","category-forschung","category-homepage-de","category-international-business-de","category-management-leadership-de","category-master-de","category-master-sports-business-and-communication-de","category-master-international-business-de","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","category-newsletter-ba-de","category-newsletter-de","category-newsletter-ma-en-2","category-newsletter-mba-dba-en-2","category-newsletter-sbc-de","category-newsletter-sbc-de-2","category-ratgeber-fuer-studierende","category-wirtschaftsthemen","tag-business-communication","tag-digital-business","tag-digital-work","tag-e-mail-verhandlungen","tag-forbes-de","tag-publikation","tag-verhandlung","tag-verhandlungen","tag-verhandlungsfuhrung","tag-verhandlungsmethode","tag-verhandlungsstrategie"],"yoast_head":"\n\u2713 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