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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The other day, during a negotiation coaching session, I was quite taken aback by the response I got when I asked: ‘Who is going to be your counterpart at your next negotiation?’ The answer was: ‘I don’t know, I won’t find out until we talk’. Because my client was negotiating ‘with a company’. The situation…
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Status – an elusive element with a big impact. Especially at the negotiating table: The party with the higher status has a potential ace up its sleeve – and therefore a competitive edge. ‘How do I negotiate with the other party on an equal footing when the latter has a higher status?’, ‘How do I…
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My first negotiation: Its memory will remain etched in my mind, because it taught me so much. I was a young 23-year-old law graduate and the third party representing the legal interests of the lending bank in negotiations for a multi-million-dollar project financing facility. I was able to observe the dealings from a safe distance.…
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