Insight Magazin

Use these tips in your next negotiation.

8 reasons why your counterparty doesn’t want to negotiate and how you can respond.

There are two reasons why a party negotiates – either it wants to improve its situation by negotiating or minimise a risk and safeguard the current status. On the other hand, there are eight reasons why an opponent doesn’t want to negotiate. Our objective is to boost your negotiating skills. That’s why we will analyse these […]

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Would you like to negotiate more successfully as a Business Unit?

Apart from the case of single person owned company, it seldom happens that only one person is involved with a business or business unit in negotiations. Usually it is between a few and many persons who lead negotiations on behalf of the company, whether this be in sales, purchasing, partners, authorities etc. The more people […]

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To mimic or not to mimic

An important investor welcomes you in a conference room and you sit opposite each other at the negotiating table. Twenty minutes later the conversation seems to go very well. Coincidentally, you notice that you and your potential investor are sitting in the same position, mimicking the hand gestures and leaning back with your legs crossed. […]

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The self fulfilling prophecy

Many Negotiators have more or less clear ideas of how existing negotiations should run and mostly feel in retrospect that their foresight is confirmed. This often has less to do with analytical or clairvoyant abilities and rather more to do with psychological influencing factors.

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Should negotiations be broken off?

In business as well as in the private every day from time-to-time the question arises, whether negotiations should actually take place, or whether it would not save time and nerves, to abort the fruitless discussions in question. Difficult and supposedly futile situations can trigger off enormous amounts of stress. Wanting to withdraw from it is […]

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Classic mistakes in the negotiating process

Following negotiations, trained negotiating teams are used to reviewing the process applied in terms of strengths and weaknesses. Whether good or bad, what has happened can no longer be changed. The more are lessons learned from completed negotiations of enormous value for future deals. Where do the classic mistakes now lie? For most people who […]

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Anger

Many negotiators react with disappointment, resignation or even anger to a negotiation course that they perceive as negative. Emotions, real or fake, almost always trigger a reaction from the other party. In the case of anger these are either counter-attack or resignation. In the case of a withdrawal, the angry person seems to have won […]

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Saying no

Light-heartedly saying no is a problem for a lot of people. The consequences are well known: Whenever we give in against our better judgement, it is as if we are laying out a doormat and encouraging people to walk all over us over and over again. This is certain doom in negotiations. Greater assertiveness would […]

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Leadership – a matter of negotiation?

Are charisma, power, self-confidence and motivational capability enough for leadership? We are convinced that authority will sooner or later reach its limits. Managers must, for example, also manage people who are cleverer, more talented or more powerful than they are. Leadership quality and negotiating competence therefore go hand in hand with each other. Leading means […]

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Active listening – The superpower which you should train

Anyone who wants to negotiate successfully soon learns that active listening constitutes an incredibly effective and important skill. And, as with other relevant negotiating skills, active listening can also be trained. In this Insight article, you will learn what you should consider if you want to save time and money and achieve a successful negotiation […]

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Leave nothing to chance. We support you and guide you in specific negotiations safely to your desired goal.

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