All posts by administrador

08

Oct'20

The Preparation of the Negotiator

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administrador

We will start this post with an everyday example. If you go on a weekend trip to Rome and you don’t prepare anything (you don’t have a plane ticket, you don’t have a hotel booked, you don’t have restaurant reservations, you don’t have a tourist guide and you have no idea what you will do), what will happen is that …

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11

Sep'20

International Negotiations

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administrador

there are two types of international negotiations: private (between companies) and public (between diplomats). The complexity of such negotiations depends on the multiculturalism of the parties involved. If you’re involved in an international negotiation, always keep the following tips in mind: Avoid stereotypes, cliches, etc. Accept the standardisation of global negotiating culture. Identify the method used by negotiators. Manage language …

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03

Sep'20

Value Creation in Negotiation

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administrador

Another important concept in negotiation will be the creation of value, since it is the tool that will be provide a positive agreement for both parties. To create value, you need the negotiation to be cooperative. We often talk about “expanding the pie”. We have already seen that the classical view of negotiation presents a selfish style on the part …

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01

Sep'20

BATNA: Best Alternative To a Negotiated Agreement

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administrador

The concept of BATNA was created by Roger Fisher and William Ury and the acronym stands for: Best Alternative to a Negotiated Agreement. It is the only possible option if you do not reach an agreement and it tells you what to do if your negotiation falls through. It is essential that you know your BATNA before starting to negotiate, …

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27

Aug'20

The Competitive and the Cooperative Negotiation

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administrador

When we say ‘how do we organise the negotiation’ will deal with aspects such as where we negotiate, at which time, at which table, in which room or space and with which logistics. However, the strategic part also comes in to this ‘how’, as it is to negotiate cooperatively. In general, there are two strategies that are commonly used for …

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