Do not sit down at the negotiating table without your negotiation table…
To successfully achieve your negotiating goals, you need to prepare strategically for negotiations. An important tool for this is the structure of the negotiation table.
Author: Thorsten Hofmann, C4 Institute, Quadriga University Berlin
Thorsten Hofmann leads the CfN (Center for Negotiation) at the Quadriga University Berlin’s Institute for Crisis, Change and Conflict Communication C4. He is an internationally certified Negotiation Trainer and advises corporations and organisations in complex negotiation processes.
EI – Soft Skill or Superpower?
Negotiations can be a real challenge. Whether it’s negotiating in the business world, in politics, or when buying a car, they are often decided by emotions. This is where emotional intelligence (EI) comes into play.
Five common psychological negotiation mistakes and how to avoid them
Our brain is a wonderful thing. But sometimes it leads us down the wrong path in negotiations. The reasons for this are unconscious emotions and perceptual errors to which we can succumb.
What exactly is a walk-away?
And why is it so important for you to define your walk-away before you start negotiating?
When Negotiations Are All About Price – How to Achieve an Optimal Result in Six Steps
What do you do if a negotiation has become only about a price? Haven’t the positions already become completely hardened? Is an analysis even still possible? Is there any room for negotiation?
Dealing with threats – 8 tips for dealing with “aggressive” negotiating partners – Part 2
It is not unusual that threats are part of many negotiations. That we do not know how to deal with them, on the other hand, is rather unusual. How to deal with a threat in a professional manner so that it does not become a menace was already covered in the first part of this article.
Dealing with threats – 8 tips for dealing with “aggressive” negotiating partners – Part 1
“The Roman-German Emperor Frederick II of Staufen (1194 – 1250) once said: “Threatening noise is donkey braying. Nevertheless, threats are part of everyday life in negotiations.
A clear case of Ambiguity – EU vs. AstraZeneca
In August, the European Union signed a framework agreement for more than 400 million vaccine doses with the pharmaceutical company AstraZeneca[1]. The drug was then approved by the European Medicines Agency on Jan. 29, 2021[2]. However, a week earlier the manufacturer surprised by announcing a reduction in supply[3]. According to the EU Commission, less than 40 percent of the expected quantity was to arrive in the foreseeable future[4].
Negotiation 4.0: Virtual Negotiations in the age of Social Distancing
The COVID-19 Pandemic has restricted face-to-face meetings and travel. However, negotiations and deal-making are still possible. This is because modern technology supports negotiations — if you follow certain rules.
Negotiations in the Age of the Coronavirus
The European Union is facing enormous challenges in times of Corona. Unfortunately, it is impossible to negotiate with a virus. But what if negotiations between states don‘t work either? Will there be a return of the nation state after Corona, or does the current crisis offer the potential to further advance European integration?