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...
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