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Strategy

  • The Negotiator is the single point of contact for your negotiating partner. If the Negotiator can no longer fulfil the obligations of his/her role, he/she needs to be exchanged.
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  • Ideally, you never negotiate alone – use your team’s combined power. Your team is made of the Negotiator, the Commander and the Decision Maker. The latter makes the final decision abou tthe agreement and has overall responsibility.
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  • You alone need to decide if negotiations are the right option to resolve a conflict. One of the most useful decision aids is to ask yourself what would happen if you did nothing.
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  • Every negotiation should have a clear roadmap/time plan that you devise before the negotiation. That determines your «Rhythm of Negotiation». Try to define the RON early on and then stick to it to avoid being put under pressure.
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  • Avoid getting right down to business. Welcome your negotiating partner with a warm-up. After that, you have different alternatives at your disposal: you can put the fish on the table, quiz them for a while or simply sit back and wait for them to make a start.
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  • Every negotiation consists of certain phases. The cognitive phase is the actual negotiation phase. It follows specific rules and as always, it is important to keep an eye on your stress levels.
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  • After you’ve come to an agreement, the motto should be: trust, but verify. Write down everything that has been agreed in the meeting and get written confirmation from your negotiating partner. You may have to make inconsequential concessions in this phase to allow the other side to save face.
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  • Information forms the basis of every negotiation. It pays to double-check information by using two independent sources. Otherwise, you might work with false information or deliberately be misled by the opposite side.
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  • Decision makers develop the strategy and oversee its execution. They work on the strategy, but not within in. They make the final decision and are carry overall responsibility.
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  • The Commander is responsible for the negotiation process. However, neither do commanders take decisions nor do they negotiate at the table.
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  • Every negotiation consists of different phases: the affective phase is the beginning of the negotiation. Since each phase has its own rules, it is important that you keep an eye on your stress level at all times.
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