Paul Lachine

Die Wahrheit über Verhandlungen

ATHEN – Wenn Menschen und Länder miteinander verhandeln, geht es oft um ihre Interessen, so als wären dies die einzigen Aspekte, die zu einer Einigung führen könnten. Als der britische Premierminister David Cameron beim EU-Gipfeltreffen in Brüssel im letzten Dezember sein Veto einlegte, sagte er: „Was geboten wird, ist nicht im InteresseGroßbritanniens, deshalb habe ich nicht zugestimmt.” Das klang, als ob eine Einigung ausschließlich davon abhinge, ob den Interessen entsprochen wird oder nicht.

Andererseits könnte eine Einigung niemals Camerons Ziel gewesen sein. Zunehmend werden so genannte „Win-Win-Situationen“ als das oberste Verhandlungsziel betrachtet. Aber, was passiert, wenn die Verhandlungsparteien ein Win-Win-Ergebnis ersinnen, das an den Gesprächen nicht teilnehmende Parteien schädigt oder rechtswidrig ist? Was, wenn das Ergebnis zwar vorteilhaft ist, aber den Prinzipien der Verhandlungspartner zuwiderläuft?

Stellen Sie sich vor, Sie sitzen an einem Verhandlungstisch und möchten, dass Sie sich mit Ihrem Verhandlungspartner einigen. Eine möglicherweise funktionierende Strategie wäre zu betonen, wie vorteilhaft das Ergebnis für alle Beteiligten ist. Aber vielleicht ist dieses von Ihnen angesprochene Ergebnis nicht fair oder Sie lügen ganz bewusst.  Ein derartiger Vorschlag wird daher, obwohl auf Interessen beruhend, nicht so einfach angenommen werden.

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