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Month: January 2019

Distant Profiling – Knowing how your opponent works

16. January 2019Thorsten Hofmann, C4 Institute, Quadriga University BerlinNegotiation

Are you rather the dominant, vigilant or self-centered type? And what about your counterpart? Is he or she manipulative, conscientious or even a psychopath? The ability to decipher people is fundamentally critical to success. Even if behavioural profiling, or “Distant Profiling” without direct access to the negotiating partner, is commonly known from the US-American criminal environment, the tools are also extremely helpful in preparing for difficult negotiations. Because if you know your counterpart, you can positively influence the course of the negotiation.

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  • Negotiate aggressively – When it helps! 11. November 2019
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  • The SPD in the “Groupthink” Trap 2. August 2019

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