negotiation

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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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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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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20

Aug'20

Negotiating Change During the Covid-19 Pandemic by PON Harvard

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Eduard Beltran

An interesting article write by Katie Shonk for the PON Harvard, the coordinated and systemic changes required to respond effectively to the coronavirus pandemic can seem insurmountable. In a recent online talk, two experts on negotiation and change management offered frameworks that can enable productive negotiating change. Many actions that could help alleviate the Covid-19 pandemic require us to change …

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