center for negotiation

15

Oct'20

Ten Commandments of the Good Negotiator

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Eduard Beltran

Today negotiation is a necessary tool for any person or professional who wants to preserve their interests and obtain their own benefit, while preserving their relationship with others. A good negotiator is not born, but is made. In other words, a good negotiator is formed through experience, learning from others and from himself. Here we present the Ten Commandments of …

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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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05

Oct'20

Objections in Negotiation

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Eduard Beltran

One of the main fears of any negotiator is that objections appear in the negotiation. This is due to the risk that they may lead to disagreement at any time. To have an objection is to refuse to accept something, and it is usually presented with arguments. The truth is that you will get the objections you deserve and the …

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01

Oct'20

Managing Ethical Problems

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Eduard Beltran

Difficulties in negotiation are characterised by the difficult people involved or a difficult situation. That a negotiation is difficult may be due to the behaviour of the other negotiator, who is aggressive, or to the context, as in the case of a crisis, a mediated negotiation, etc. For example, ethical problems. The devil does business, so you will have no choice …

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25

Sep'20

Group Negotiations

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Eduard Beltran

In business negotiations, you often work in a group. Doing in this way has advantages and disadvantages, as well as a special strategy in which everyone must collaborate. You should avoid improvisation in the group at all costs, since if it is difficult to improvise individually, it is even harder in a group. Before starting the negotiation, you must be …

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22

Sep'20

How to Formalise the Agreement

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Eduard Beltran

The agreement you reach can be: Closed. Failed. Partial. A closed agreement means that we have signed an agreement and that we have committed ourselves to rights and obligations on both sides. A failed agreement refers to the fact that there is no agreement and there is no longer any prospect of continuing. A partial agreement can be suspensive, such …

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18

Sep'20

Negotiating For a Greater Benefit

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Eduard Beltran

Negotiating is a complex, intense and sometimes difficult activity, but it is also a fascinating one since it allows us to get what we want by creating good relationships with other negotiators. The strategy to manage a negotiation that benefits you most is built on five key principles that will teach you how to negotiate. To overcome the negotiator’s intuitive …

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16

Sep'20

Mistakes You Should Avoid When Negotiating

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Eduard Beltran

Keep in mind that there are a few mistakes that you should avoid at all costs during the negotiating process: A positional approach. this means thinking that your negotiating position is the only possible solution. You must be open so that the other party can make interesting proposals. A competitive approach. Here, your objective is to beat the other side. …

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14

Sep'20

Reservation Value in Negotiation

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Eduard Beltran

The reservation value or price is the least favourable price that can be accepted in an agreement. It should not be confused with BATNA, since BATNA is generated outside the negotiation, while the reservation value is produced within it. During the negotiation, define your reservation value: Do you know the least favorable price you could accept in your negotiations? What …

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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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