The A-Z of Negotiation Arts: R like rules

For a negotiation some knowledge on the rules can be useful, too. Like in a sports match. And in this context it makes a difference – using a metaphor – whether you (want to) join a soccer or rugby game.   After what rules do we negotiate? My experience shows that a mutual system of...


The A-Z of Negotiation Arts: C like Cop

Good Cop – Bad Cop or Good Guy – Bad Guy during the negotiation It doesn´t matter what you call it. This negotiation tactic belongs to the unfair negotiation techniques. It works, because it calls on a pattern which a lot of people know, and for whom a fitting autopilot applies. A negotiati...


The A-Z of Negotiation Arts: D like desperate

Yes exactly, like the Housewives! Desperate can also mean hopeless or insuperable. In my negotiation seminars however, I use the description: The ones who need it! And I think that it fits the feeling in the negotiations quite well: There you sit and you know exactly, that you cannot leave until the...


The A-Z of Negotiation Arts: O like options

Options open Choices in the Negotiation In general we can say that people prefer to have different options to choose from. This obviously also goes for negotiations!   “Do or Die” is not what is meant with these options. If the only options that are given are “Do or Die” or “Plague or...


The A-Z of Negotiation Arts: N like Negotiation models

There are various negotiation models that enable a framework for the classification of certain procedures and content of a negotiation. Overview Like all models, negotiation models simplify reality. Some models are more practical-pragmatic and others are more theoretical-scientific. The simplest mod...


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