Verhandlungsstrategien und Verhandlungserfolg männlicher und weiblicher Führungskräfte in Gehaltsverhandlungen (English shop)

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The success of a salary negotiation depends significantly on the negotiation strategy chosen and the negotiation tactics employed.
But: which is the most promising strategy? Which tactics should be used in the negotiation and which are better avoided? What recommendations do experienced HR managers give?
The authors examined the negotiation strategies commonly used in salary negotiations, including the relevant negotiation tactics, with regard to their success, differentiated by gender. For this purpose, four video clips of just under five minutes each were filmed showing excerpts from a salary negotiation and were evaluated by HR managers. The results are consistently surprising.