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The Art of Questioningby Michal ZiebaExperienced negotiators understand the importance of an effective questioning strategy and approach in negotiation. Information is a source of power in negotiation and the more accurate information we have the better our chances to reach a mutually satisfactory agreement and create additional value in negotiation.
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The Nibbleby Jan PotgieterThe objective of ‘the nibble’ is to get an additional concession at the end of negotiation, when negotiators have almost reached an agreement.
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Negotiating Win-Win Collaborations to Create a Sustainable Innovation Strategyby John Dilts, Founder & CEO, Dilts VenturesA certain amount of creativity has always been a key aspect to negotiating strong win-win partnerships and other collaborations.
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Successful Negotiation with the Britishby Michal ZiebaOfficially called the United Kingdom of Great Britain and Northern Ireland, the UK comprises England, Scotland, Wales and Northern Ireland.
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The Flinchby Michal ZiebaPhysical reactions, such as sudden gasping for air or visible expressions of surprise and shock are common examples of flinching.
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Getting Trapped in a Negotiationby Cary SilversteinEach week on NBC’s Deal or No Deal, Howie Mandel asks his contestants the same question “Deal or No Deal?” We sit there anticipating their answer
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Negotiating in an Interviewby Jan PotgieterThere are few more stressful events in your career than interviewing for a new position. It makes little difference whether you are interviewing for another position with more responsibility
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Successful Negotiation in Polandby Michal ZiebaPoland, because of its historical background, is a country where doing business is not an easy task for foreign businesspeople. It is advisable in Poland to create a good relationship between
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Take It or Leave Itby Michal ZiebaThe objective of this tactic is to get a concession from your counter party by projecting that you are ready to walk away from the table.
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The ‘Good Cop – Bad Cop’ Principleby Michal ZiebaGood cop/ Bad cop is one of the best-known negotiation tactics. This gambit is a social-psychological strategy used to persuade the other side to move towards one’s desired outcome by subjecting the other side to stressful emotional contrast.
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