Business negotiation (part 2): skills
Über den Vortrag
Der Vortrag „Business negotiation (part 2): skills“ von Michael Schmitz ist Bestandteil des Kurses „Success Factors at Work“. Der Vortrag ist dabei in folgende Kapitel unterteilt:
- Rule #1
- How to prepare perfectly?
- Great reviews
- Negotiation power
- International negotiations
- Negotiating in Teams
- Teams: Discuss in advance
- Visualisation
- Summary
Quiz zum Vortrag
Rule #1 in negotiations is ...
- to prepare or perish.
- to keep silent and win.
- fairly complex to explain.
- to understand your BATNA and then proceed from there.
In preparation for a negotiation you should …
- gather data.
- prepare a fixed contract.
- outline your BETNA.
- map your own and expected interests.
- prepare questions.
Positions and interests ...
- are key to good results. Positions are easy to explain and can normally lead to interests if we keep asking about the reasons that cause them.
- are relevant for me. Interests need to be explained and positions need to be defended.
- are not that important. Win-Win thinking is superior to both.
- are only involved in bargaining or haggling, not in negotiations.
What does not apply to international negotiations?
- They should be prepared in a team.
- They can be different from the ones in your country. Emotions can be easily touched, because different cultures show respect in different ways.
- They are similar to business negotiations in your home country, there are no major issues to consider.
- They are easy to prepare and setup.
What are the four major reasons why people prefer to negotiate in teams?
- Complexity/expert knowledge
- Less responsibility
- Better solutions
- Lack of trust or mandate
- Cheap tactic to build up pressure
Cheap tricks and tactics ...
- should be spotted and mentioned, inviting the other party to move back to a more sensible discussion.
- are a major offense that causes me to withdraw immediately from the negotiations.
- should be spotted but not mentioned, because it might lead to an awkward situation.
- are not very common.
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Dozent des Vortrages Business negotiation (part 2): skills
Michael Schmitz
Michael Schmitz ist der Gründer von Artefact Consulting und führt Trainings für Universitäten und Firmen weltweit durch. Neben seiner Tätigkeit als Trainer und Dozent ist er Buchautor von "Elitestudent - Wie werde ich besser als der Durchschnitt" und Geschäftsführer eines Netzwerks für Elitestudenten (Elitestudent-Deutschland.de). Vor seiner Selbstständigkeit hat er für die Deutsche Bank in Frankfurt und London gearbeitet und war mit globalen Managementaufgaben und Bankenintegrationsprojekten beschäftigt. Michael Schmitz schloss seine Studien an der Rotterdam School of Management und der Norwegian School of Economics and Business Administration in Bergen mit einem Master of Science in International Management und einem weiteren Master, dem CEMS Master in International Management, ab. Er hat einen Bachelor of Science in International Business von der Universität Maastricht und der BI Norwegian School of Management in Oslo.Kundenrezensionen
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Auszüge aus dem Begleitmaterial
... not positions „I need that orange.“ „I would ...
... pigs? Create formulas, decide on objective sources. ...
... The Ape Exchange Refer to third ...
... their positions 6. Prepare questions: What would you love to know? What do they need/love to ...
... writing. What went well? What would you improve? ...
... device. Understanding interests. Investing time/ ...
... structure. Negotiation speed. Talking speed. Business or Personal? Decision ...
... sense + Asking go a long way ...
... Silence is golden. Clear verbs, descriptions ...
... how? Why visualize? Word choices: Three ...
