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The 1st Deadly Sin of Negotiation and How to Defeat It

The 1st Deadly Sin of Negotiation and How to Defeat It | Negotiation worldwide | Scoop.it
In negotiation, it's easy to be sidetracked by lust. Lust for the word "yes" and for getting the deal done. Learn how to defeat lust.
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Yes: it's not just a word and it's not so easy with it!
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Auch wenn wir schweigen, spricht unser Körper. Mit Leakage Hierarchy lassen sich Emotionen und Bewegungen des Verhandlungspartners und die dahinter liegenden Motive entschlüsseln.

Auch wenn wir schweigen, spricht unser Körper. Mit Leakage Hierarchy lassen sich Emotionen und Bewegungen des Verhandlungspartners und die dahinter liegenden Motive entschlüsseln. | Negotiation worldwide | Scoop.it
Auch wenn wir schweigen, spricht unser Körper. Mit Leakage Hierarchy lassen sich Emotionen und Bewegungen des Verhandlungspartners und die dahinter liegenden Motive entschlüsseln.
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Das kann über "Deal or No Deal" entscheiden. Und über die Qualität des Abschlusses.

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Power in Negotiation: The Impact on Negotiators and the Negotiation Process - PON - Program on Negotiation at Harvard Law School

Power in Negotiation: The Impact on Negotiators and the Negotiation Process - PON - Program on Negotiation at Harvard Law School | Negotiation worldwide | Scoop.it
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Improve your Power at the Negotiation Table

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How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table - PON - Program on Negotiation at Harvard Law School

How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table - PON - Program on Negotiation at Harvard Law School | Negotiation worldwide | Scoop.it
After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. How can she improve her cross-cultural negotiation skills?
Research shows that dealmaking across cultures tends to lead to worse outcomes
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Do You Know How to Negotiate for Your Compensation? | BlueSteps

Do You Know How to Negotiate for Your Compensation? | BlueSteps | Negotiation worldwide | Scoop.it
According to the BlueSteps Executive Compensation Survey (2013), many executives (over one-third) felt that they were not being adequately compensated for their work.
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In Business Negotiations, Restraint Can Be Key—Even in High Fashion

In Business Negotiations, Restraint Can Be Key—Even in High Fashion | Negotiation worldwide | Scoop.it
When employees leave an unsatisfying job, the feeling of relief they feel sometimes motivates them to explain their decision to whomever will listen.
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Dealing with Difficult People? Lessons from Ronald Reagan

Dealing with Difficult People? Lessons from Ronald Reagan | Negotiation worldwide | Scoop.it
In recent months, U.S. President Barack Obama and other world leaders have struggled to find a winning strategy to convince Russian President Vladimir
Wolfgang Boenisch's insight:

Business negotiators would be wise to follow Reagan’s strategy of laying out an overarching vision prior to engaging in critical negotiations.

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At the Met, Conflict Management in a Minor Key

At the Met, Conflict Management in a Minor Key | Negotiation worldwide | Scoop.it
This spring, the Metropolitan Opera opened labor talks with the 16 unions representing its workers, whose contracts all expire at the end of July, the
Wolfgang Boenisch's insight:

"..one of the more prominent unions has been taking a hardball approach to the negotiations."

This is not really a surprise, it's quite common. They hope, based on exerience, to come along with a compromise which benefits them more than the other site. Or so they think.

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For Steve Ballmer, Negotiation Skills Go on the Back Burner

For Steve Ballmer, Negotiation Skills Go on the Back Burner | Negotiation worldwide | Scoop.it
On May 30, the National Basketball Association (NBA) announced it had approved former Microsoft CEO Steve Ballmer’s record-breaking $2 billion offer t
Wolfgang Boenisch's insight:

Don’t be the next victim of the “winner’s curse.”

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Harvard on Women in Negotation

Harvard on Women in Negotation | Negotiation worldwide | Scoop.it

Gender bias, whether overt or tacit, exists in the workplace and negatively impacts every employee.

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Get this report on the Harvard-Website

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Google’s Approach to Dispute Resolution: “Don’t Litigate, Negotiate”

Google’s Approach to Dispute Resolution: “Don’t Litigate, Negotiate” | Negotiation worldwide | Scoop.it
In the face of antitrust charges, Google’s new guiding principle is “Don’t litigate, negotiate,” according to the Wall Street Journal. In recent ye
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International Negotiations: A Game of Chess…or Marbles?

International Negotiations: A Game of Chess…or Marbles? | Negotiation worldwide | Scoop.it
Many observers view Russian president Vladimir Putin’s decision to send Russian troops into Crimea in the wake of violence between protesters and poli
Wolfgang Boenisch's insight:

“I would be warning against using a chess analogy because in chess we have rules,” Soviet chess master Garry Kasparov said.

 

I think, what's happening here is best described as Brinkmanship played by the Russians and as "I don't know how to cope with it" by the EU and USA.

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Now for the difficult part: Keeping the Brexit negotiation from turning nasty is a huge challenge

Now for the difficult part: Keeping the Brexit negotiation from turning nasty is a huge challenge | Negotiation worldwide | Scoop.it
Maintaining a civil and constructive tone to the exit negotiations is essential, if difficult, amid an atmosphere of political recrimination
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Negotiating Skills and Negotiation Tactics: Solutions for Avoiding Intercultural Barriers at the Negotiation Table - PON - Program on Negotiation at Harvard Law School

Negotiating Skills and Negotiation Tactics: Solutions for Avoiding Intercultural Barriers at the Negotiation Table - PON - Program on Negotiation at Harvard Law School | Negotiation worldwide | Scoop.it
Wolfgang Boenisch's insight:

International Negotiation, Cultural Issues, Negotiation in a foreign Language.

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When to Make the First Offer in Negotiation - PON - Program on Negotiation at Harvard Law School

When to Make the First Offer in Negotiation - PON - Program on Negotiation at Harvard Law School | Negotiation worldwide | Scoop.it

When or when not to make the first offer in negotiations is a question many expert negotiators ask themselves when approaching business negotiations, real estate transactions, or even interpersonal negotiations with friends and family. In this article drawn from negotiation research, we offer negotiating skills and negotiation tips for when, and when not, to make

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The anchor effect is underestimated by many negotiators.

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Negotiation Via (the New) Email by Noam Ebner :: SSRN

Negotiation Via (the New) Email by Noam Ebner :: SSRN | Negotiation worldwide | Scoop.it
While certainly one of the most familiar modes for online communication, email is a constantly shifting entity. This chapter explores common pitfalls encountere
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Crisis Negotiations and Negotiation Skills Insights from the New York City Police Department Hostage Negotiations Team

Crisis Negotiations and Negotiation Skills Insights from the New York City Police Department Hostage Negotiations Team | Negotiation worldwide | Scoop.it
Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage N
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Skills to use in business negotiations as well

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In Dispute Resolution, A Tale of Two Arthurs

In Dispute Resolution, A Tale of Two Arthurs | Negotiation worldwide | Scoop.it
In the business world, long-term loyalty to a CEO is supposed to be a good thing. For New England supermarket chain Market Basket, however, employees’
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In Business Negotiations, Dress the Part

In Business Negotiations, Dress the Part | Negotiation worldwide | Scoop.it
Negotiators involved in high-stakes mergers and acquisitions typically come to the table armored in meticulously tailored apparel and designer shoes.
Wolfgang Boenisch's insight:

Wenn man wegen der falschen Schuhmarke einen Deal verliert, dann ist das schon ärgerlich. Erfolgreich anpassen an den Verhandlungspartner kann eben auch bedeuten "Casual" statt "Business", "Konfektion" statt "Maßanfertigung" oder das Tragen der richtigen Marke. Das gilt übrigens auch für Accessoires und das Auto.

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In Dispute Resolution, Change the Game—and the Name

In Dispute Resolution, Change the Game—and the Name | Negotiation worldwide | Scoop.it
Suppose that two businesses have similar sounding names. The similarity is confusing to customers, or could be down the line. One of the businesses de
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When Dealing with Difficult People, Focus on Your Goals

When Dealing with Difficult People, Focus on Your Goals | Negotiation worldwide | Scoop.it
“A tough guy with a thin skin”: That’s how former secretary of state Hillary Rodham Clinton summed up Vladimir Putin during a speech in Portland, Oreg
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A Framework for Advancing Negotiation Theory: Implications from a Study of How Lawyers Reach Agreement in Pretrial Litigation by John Lande :: SSRN

A Framework for Advancing Negotiation Theory: Implications from a Study of How Lawyers Reach Agreement in Pretrial Litigation by John Lande :: SSRN | Negotiation worldwide | Scoop.it
The prevailing negotiation theory tries to fit lots of square pegs into just two round holes - adversarial or cooperative bargaining. In the real world, negoti
Wolfgang Boenisch's insight:

“Anytime you deal with someone else, seeking to reach agreement on some matter, you are involved in a negotiation,” page 14.

this is really worth reading, even if you are not a lawyer and not familiar with lawsuits in USA.

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With “Surrender,” John Boehner Shows Keen Negotiation Skills

With “Surrender,” John Boehner Shows Keen Negotiation Skills | Negotiation worldwide | Scoop.it
On February 11, House of Representatives Speaker John A. Boehner reportedly rendered his Republican colleagues speechless. At a meeting of the Republi
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