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....
NEGOTIATING IN ENGLISH

NEGOTIATING 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...
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...