Today, we are talking about using a combination of online/virtual and face-to-face negotiation meetings during complex contract negotiations in the project businesses (construction projects, power projects, oil & gas or water). But, you can definitely extrapolate the findings here below to other negotiations. Currently, negotiators are talking a lot about […]
Within negotiation teams, we often hear the statement that “the other party is unreasonable”. Is this: an unfortunate reality in business negotiations as counterparts often are unreasonable? a statement just-to-let-off-steam while, in the reality, you do understand your counterpart? a good portion of skepticism around the intentions of your counterpart […]
Introduction Can we learn anything about negotiation with E. Macron? It is not easy to get examples of negotiation processes. There are several reasons for this: Commercial negotiations are confidential. Participants will rarely or never share their content with outsiders. I would have loved to have recordings of all the […]
I recently attended a live concert of Sting in Grenoble, France. Until that moment, I had forgotten his song “Russians”. Bombastic, clearly from another time, perfectly echoing the Cold War tensions. Listen to the text! I suddenly realized that Sting was singing an important lesson about negotiation. A lesson, still […]
This is a publication about how to become decisive in negotiations. For those who are a bit familiar with “negotiation literature”, the above title is deliberately provocative. If you already understand the underlying joke and references … cool! If not, no worries, I will explain everything here below. “Getting to […]
For whom The sales team, working in an international context Project managers Supply Chain / Procurement professionals Contract professionals The commercial and operational management Issue at stake Acquire the fundamentals of international contract negotiation Obtain true contract negotiation skills thanks to this training Prerequisites This training does not require any […]
Whether to hide information about your own position, or whether sharing information in negotiation is the best approach (to find, jointly with your counterpart, a solution covering both parties’ interests) is a question every negotiator has to consider. Popular wisdom is to hide information Intuitively, most of us believe that […]
Because trust is such an important factor in a negotiation, we would like to share this article with you: The Essential Importance Of Trust: How To Build It Or Restore It Author: Dennis Jaffe; Click here to view the original article. There are just a few elemental forces that hold […]
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In this post we will describe how important perception in contract negotiations actually is: How are you perceived by your counterpart during contract negotiations? How impacting is that perception? Is it enough to “have it right” and then spend time arguing about it? “It is the taste in the mouth […]