I met Damir at my course “Mastering Difficult Negotiations” which I teach for the Executive MBA Programs at the TU Vienna – Academy of Continuing Education. From the first hours of the in-class interaction I perceived him as a very attentive and patient listener who asked thoughtful questions and integrated the answers into practice. As…
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The path of business takes entrepreneurs far beyond their own national borders and brings people from different cultures to the negotiating table. One could assume that the language of business is universal because all those involved have the same goal, to develop and grow their own business – which only works via cooperation. That is…
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Failed takeover or a ploy – what is the mystery surrounding Twitter about? Anyone involved in the world of M&A knows that in many cases in which investors are interested in an acquisition, they change their minds. Sometimes this happens before due diligence, sometimes afterwards. Only in a few cases does the deal actually close.…
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Why is compromise toxic to success? Know what you need to play in the Business Winners’ League. “Let’s compromise.ˮ “Let’s meet in the middleˮ. “Let’s find a fair solution/a fair priceˮ. Sounds reasonable? Maybe. But it doesn’t sound like business and certainly not like winning. I hear this from people who would love to win……
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Do you think that the greatest “enemy” in negotiations is your opposite number? Yes, you could say that. There are counterparts who are quite strange. They tend not to demand more from you but less. So little, in fact, that you no longer have to negotiate at all because there will soon be nothing left…
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“We don’t negotiate, we don’t need that in our organization. We get along well with each other,ˮ the HR manager of a renowned company told me. Regarding the questions: “Are you and your superior always of the same opinion? Have there never been any conflicts in your team? Are your customers always satisfied with your…
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Skillful negotiation solves problems and strengthens cooperation. But the path to a solution is sometimes bumpy, especially when a lot is at stake. I learned early on at the negotiating table how good negotiators deal with bottlenecks – and I learned from the best. Negotiate strategically – a lesson from top class negotiators My first…
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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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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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