by Klaus Fischer | Jan 7, 2019 | Negotiation, Toolbox
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...
by Klaus Fischer | Dec 1, 2018 | Negotiation, Toolbox
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....
by Klaus Fischer | Nov 11, 2018 | Negotiation, Toolbox
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...
by Klaus Fischer | Oct 18, 2018 | Negotiation, Toolbox
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...
by Klaus Fischer | Sep 3, 2018 | Negotiation, Toolbox
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...
by Margit Darnhofer | May 20, 2015 | Negotiation, Toolbox
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...
Recent Comments