Checklist people assessment

Checklist people assessment

People you know little about… This checklist gives an overview of the traps you can fall into when assessing people you know little about. Selective perception We tend to perceive only certain behaviors in others. Mostly these perceptions correspond with our already...
Negotiation Tricks

Negotiation Tricks

The most common negotiation tricks… …and how to render them harmless. This list – which has been developed in our training sessions from participants’ experiences – is intended to help expose tricks and to counter them effectively and objectively....
Negotiate in English

Negotiate in English

Negotiate in English without it becoming a fiasco… In international negotiation settings, even experienced negotiators often feel that they are not limited by working in their native language. What’s appropriate? What may I ask? How can you criticize? How do I...
The Harvard Concept

The Harvard Concept

The Harvard concept or Harvard principle is a concept for factual negotiation first presented by Roger Fisher and William L. Ury in 1981. The aim is to bring about a win-win situation in negotiations. Here we explain the basics of the concept: When do I have to...
Checklist negotiation preparation

Checklist negotiation preparation

How do you prepare a negotiation? negotiation goal My negotiation goal is Price: Wish – Target range – Limit My idea of a fair negotiation outcome If there are several people in the negotiation arena: Are the goals of all members of the arena the same? If...
Negotiation Arena

Negotiation Arena

Aim and purpose The purpose of creating a negotiation arena is to gain an overview of which persons and groups of persons must be kept in mind during a negotiation. Method who is directly affected by the outcome of the negotiations and is not sitting at the...