Negotiations can be a real challenge. Whether it’s negotiating in the business world, in politics, or when buying a car, they are often decided by emotions. This is where emotional intelligence (EI) comes into play. When you hear “emotional intelligence (EI),” you may think of someone who is kind, empathetic, and always has an open […] Der Beitrag EI – Soft Skill or Superpower? erschien zuerst auf Negotiation Blog ..read more

Our brain is a wonderful thing. But sometimes it leads us down the wrong path in negotiations. The reasons for this are unconscious emotions and perceptual errors to which we can succumb. As with everything in negotiation, the same applies here: What I recognize, I can eliminate. What I do not recognize can in the […] Der Beitrag Five common psychological negotiation mistakes and how to avoid them erschien zuerst auf Negotiation Blog ..read more

In August, the European Union signed a framework agreement for more than 400 million vaccine doses with the pharmaceutical company AstraZeneca[1]. The drug was then approved by the European Medicines Agency on Jan. 29, 2021[2]. However, a week earlier the manufacturer surprised by announcing a reduction in supply[3]. According to the EU Commission, less than 40 percent of the expected quantity was to arrive in the foreseeable future[4]. The EU Commission was incensed, because it had promised the Swedish-British company 336 million Euros to increase production since it signed the contract in Au ..read more

In our everyday professional life, we repeatedly experience situations which make clear the difference between male and female behaviour. For example: Before the start of a meeting, a projector must first be set up. In this situation, a man asks directly “Can somebody here fix the device?” — a woman, on the other hand, first tries to find the problem herself. And then the parties involved perceive each other very differently, which has an effect on the course of the negotiation that follows. From the woman’s point of view, the man is behaving pompously and arrogantly, whereas the man sees weak ..read more

The COVID-19 Pandemic has restricted face-to-face meetings and travel. However, negotiations and deal-making are still possible. This is because modern technology supports negotiations — if you follow certain rules. Negotiations thrive on the presence of the negotiating parties. Personal presence at lengthy meetings in more or less pleasant conference rooms is customary, and for good reason: scientific studies show that negotiators who meet in person achieve better results than those who negotiate online, by telephone, or even by e-mail. Face-to-face meetings provide valuable non-verbal and ve ..read more

The European Union is facing enormous challenges in times of Corona. Unfortunately, it is impossible to negotiate with a virus. But what if negotiations between states don‘t work either? Will there be a return of the nation state after Corona, or does the current crisis offer the potential to further advance European integration? From Wars to Negotiations French President Macron has said about the Corona crisis: “We are at war!”[1] Chancellor Angela Merkel has spoken of “the greatest challenge since the Second World War.”[2] The world and the EU are dealing with an opponent who does not want a ..read more

The sun is burning, your body is sweating, and your head is screaming for a cool drink and a shady spot to relax. However, the challenges of the workday have called, and a heated negotiation is imminent. These are not exactly ideal conditions to ensure you a concentrated and controlled approach in negotiations. But with a few tips and tricks, you can use these adverse circumstances to your advantage – and negotiate successfully despite hot temperatures. Quarreling occurs often in the heat Numerous studies confirm that intense heat negatively affects people’s cognitive abilities: it reduces the ..read more

 “Nothing is in the mind that would not have been in perception before,” says an Arab proverb. Listening and observing carefully in negotiations is a critical skill for success. It makes the difference between a right and a wrong decision and leads to a good or bad negotiation result. But is everything really the way we “perceive” it? Or are we subject to distortions and manipulations? As psychologists and behavioral economists have found out in numerous studies, cognitive distortions impair our ability to make good and well-founded judgments. Even if we supposedly rationally enter into a nego ..read more

When attempting to achieve better negotiation results, the strategic use of emotions is often the key. In particular, anger, which is displayed in the form of aggressive negotiating, is a favorite method of intimidating one’s negotiating partner and persuading them to make concessions. However, the use of emotions in negotiations should be carefully thought through, as they can easily have the opposite effect. So, does it pay to negotiate aggressively? Aggression at the negotiating table: Not always harmful If you act aggressively without a reason, you will most likely fail. This has been subs ..read more

The G7 Summit in Biarritz about a week ago again demonstrated the complexity of international negotiations. Especially in times of egocentric negotiators like Donald Trump and Boris Johnson, the outcome of international meetings between heads of government, on topics from escalating trade conflicts and a hopeless Brexit to climate protections and the Iran deal, can hardly be predicted in advance. All these are sensitive issues and it is essential to develop global solutions in these fields. It is not only narcissistic heads of government, however, who often complicate their negotiations on the ..read more