Ansätze für die Institutionalisierung von Verhandlungsmanagement im Vertrieb

During the last years, more and more companies have recognized that negotiations form a strong lever for commercial success and therefore companies should influence how their employees negotiate by applying negotiation management. However, research is so far lacking confirmed results on how negotiation management processes should be implemented. Using the example of sales negotiations, the present study surveys which basic approaches can be followed by companies to institutionalize negotiation management. Therefore, a survey with 69 experts of a management consultancy has been conducted, to identify typical forms of institutionalizing negotiation management. Using a cluster analysis, four approaches (‚enabling‘, ‚manage by exception‘, ‚process guidance‘ and ‚process control’) could be identified, that companies use - either individually or in combination - to influence the negotiation success of their salespeople.