Communication can make or break a negotiation.

Insights from a seasoned communicator

In negotiations, strategy is key. However, when things get heated, strategy and logical arguments become secondary. What comes first? Communication. In my negotiation courses, we focus – among others – on unlocking the potential of skillful communication.

When I think about communication talent, one name comes instantly to my mind: Adin Omeragic. I had the pleasure to meet him in my course “Mastering Difficult Negotiations” which I teach for the Executive MBA Programs at the TU Wien – Academy of Continuing Education.

Adin has the remarkable ability to turn every interaction into a meaningful and pleasant dialogue. His capacity to find the right words and to address sensitive topics in a kind and respectful manner is an invaluable asset in negotiations. This helps creating a positive atmosphere, hence contributing to finding the best solution for all the parties involved – even in the most difficult situations.

These skills are very beneficial to everybody irrespective of their field of activity, so I asked Adin to share some insights on how he puts his communication skills at work in negotiations. He gently accepted to sit down with me and to answer my questions.

 

Here is our interview

What is your greatest strength as a negotiator? How did you get that strength? 

Adin: My greatest strength is my ability to communicate effectively – specifically, asking open questions and demonstrating genuine interest. This skill comes from my HR education and years of professional practice, where I’ve repeatedly seen the value of meaningful dialogue in building trust and finding solutions.

What are the skills of a good negotiator from your viewpoint? 

Adin: The ability to ask the right questions is paramount. Too often, people hesitate to ask for clarification, leading to assumptions and missed opportunities. Simple questions like, “What would be a good alternative for you?” or “How do you see us moving forward?” can uncover insights that transform a conversation.

What did communication mean to you before our course? How do you look at communication after the course, from the perspective of a negotiation?

Adin: Before the course, I saw communication as an essential element of my HR work, particularly for presenting ideas and gaining buy-in. However, the course shifted my perspective—it’s not just about communicating but building a metaphorical bridge toward agreement. The techniques I learned emphasized preparation, understanding the counterpart’s needs, and turning a “no” into a collaborative “how do we.”

One example stands out: I once proposed an initiative to address high employee turnover through interviews with current and departing employees. The idea was rejected outright, which I took as the final word. Post-course, I would have used that rejection as an opportunity to dig deeper, ask exploratory questions, and co-create a solution with stakeholders. It’s a mindset shift from facing barriers to finding paths forward together.

In difficult situations, what are the benefits of good communication, and what are the downsides of failed communication? 

Adin: Good communication creates understanding and collaboration. For example, I’ve learned to ask the right questions to uncover common goals and potential solutions. In difficult situations, private one-on-one conversations can also help people feel more comfortable sharing their true perspectives, which is often harder in group settings.

On the flip side, poor communication can derail negotiations. Misunderstandings, assumptions, or lack of clarity often result in missed opportunities or unresolved issues. A failed negotiation is not just one where no agreement is reached, but one where both sides leave without clarity or a path forward.

Intercultural communication – what is important when dealing with people from different cultures?

Adin: Research and openness are key. Before engaging with someone from a different culture, I recommend learning about their norms and expectations. If time is short, even a quick Google or Chat GPT search can provide valuable insights.

Equally important is staying flexible and not taking differences personally. For instance, in Germany, cutting straight to business is normal and efficient, but in Italy, taking time to connect personally over a coffee is expected and can make or break a negotiation. Recognizing and adapting to these nuances is essential.

What makes a negotiation difficult in your eyes? 

Adin: Negotiations become difficult when there’s a lack of transparency or honesty. Some people may struggle to communicate their true needs, while others may withhold information for personal gain. Navigating such scenarios requires patience, persistence, and strategic questioning.

What would you recommend to someone who wants to improve their communication skills to become a better negotiator? 

Adin: Three tips:

1/. Prepare well. Research all relevant details, including the other person’s needs and goals, and think about your own strategy, including alternatives (your   “Plan B”).

2/. Ask questions. During the negotiation, focus on understanding the counterpart’s perspective and their conditions for accepting a proposal.

3/. Follow up. Summarize the discussion in writing, including action points, to avoid misinterpretation and maintain clarity.

What is your most important takeaway? 

How would you approach a difficult situation from the past now, after the course?

Adin: I now see conflicts as opportunities for resolution, rather than obstacles. Transforming a conflict into a negotiation requires active engagement and an open mindset. I’ve learned to ask questions, listen intently, and focus on co-creating solutions, rather than avoiding or escalating disagreements.

What did you appreciate most about our course?  

Adin: I particularly appreciated the interaction with peers from diverse industries and backgrounds. Their perspectives enriched my understanding of negotiation challenges and strategies.

Furthermore, the extensive experience and challenging yet nurturing approach of the trainer, Raluca Ionescu, in law negotiations was of high quality and broadened my view on negotiations. The way she shared her experience through storytelling created space for meaningful interaction and ensured all our personal challenges were addressed, making it a valuable learning experience.

Combining this with the structured framework of the course provided me with actionable tools to improve both my professional and personal negotiations.

To whom would you recommend my negotiation course and why?

Adin: I’d recommend this course to anyone looking to develop a strong foundation in negotiation—whether for business or personal situations. It’s packed with practical tips, frameworks, and strategies that are applicable across all contexts.

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Adin Omeragic | LinkedIn

Meet Adin Omeragic, a forward-thinking HR professional who combines the best of HR, technology, and agile projectmanagement to redefine what’s possible in the workplace. With a strong foundation in HR and hands-on experience, he excels at driving HR strategy and (digital) HR transformation, boosting employee engagement, reducing turnover, and empowering HR functions such as recruiting, onboarding, learning, and talent & performance management—always with the Employee Experience in mind.

His passion lies in creating innovative, people-focused solutions that inspire growth and resilience for both people and the company.

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You can reach me at: office@growmind.at or +436602400135.



Your Raluca Ionescu