Many of my clients are already feeling the fact that the current crisis is hitting us in an “undemocraticˮ way. The larger and more strategically positioned an organization is, the more power it has in negotiations. Why is that the case? Because crises and uncertainty make large organizations look more attractive – and thus more…
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When the whole country went into lockdown, a family father set out to meet his client, whom he had been servicing successfully for 5 years. Armed with a negative Covid test result and a glimmer of hope, he drove the 1,200 km route across the border into the neighboring country. His companions were major worries…
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‘This morning, the decision was finally made: The two units will merge. This means only one of 2 units will continue to operate, some employees will lose their jobs and … we will all have to apply for the jobs that remain.’ Does that sound familiar? It does to me; I have heard this kind…
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Hooray! The new job you applied for is as good as yours!! At the end of the recruitment process, you were chosen over all the other candidates. What could be better now than sitting back and celebrating? But hang on a minute: Better wait to celebrate until after you have checked all the boxes on…
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Many things that we knew or we thought we knew about management, turned irrelevant from one day to the next, following the Covid-19 crisis. The most popular theories, the success stories, the experience of the last decades partially lost their importance because the current situation is completely new and unique. It forces us to explore…
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Many things that we have read in management books and have listened to during leadership-trainings, became obsolete through the Covid19 crisis. Most of the widely known management theories and leadership styles lost part of their relevance because the current situation is new and unique. The current environment forces managers and entrepreneurs to improve their own…
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Recently, one of my clients shared his frustrations with me during our coaching session. I had asked him about his last round of negotiations – which had been very important for him. “Negotiations weren’t going well: There was talking, explaining and arguing, but no conclusion in sight. My negotiation partner was rambling on, asking me…
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5 minutes to go before talks begin! Ms X is meticulously prepared. A single slipup could ruin all the effort. A rush of excitement sweeps over the body, Ms X feels her heart pound and her hands go clammy. She wonders. ‘Will I be able to keep a cool head despite the pressure to perform?…
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Many of my clients don’t feel comfortable when it comes to implementing what they have learned, despite having attended many sales and negotiation seminars. Is that what it’s like for you, too? There is a factor that is not at all easy to teach in negotiation skills seminars or workshops. This factor makes all the…
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Many people find it difficult to conduct price negotiations on their own behalf. This is something that I have been able to observe throughout my 20 years of negotiations – in my role as a negotiation expert for banks and as an independent negotiation strategist. The fact is: Negotiating or selling services for yourself is…
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