Tag: Negotiation
-
Negotiation tactics
The ultimate guide to overcoming obstacles and impasses in negotiation A Three-Part Framework Negotiation is a complex and dynamic process that requires a combination of skills, strategies and tactics. In this article, we propose a simple framework to categorize the different types of tactics that negotiators can use in various situations. We divide the tactics…
-
Negotiation strategies and instruments: General tactical procedures
How to negotiate effectively: Tools and tactics Negotiation is a complex and dynamic process that requires a combination of skills and strategies. Here are some key tools and tactics that can help you achieve your goals and build trust with your counterparts. By using these tools and tactics, you can negotiate effectively in any situation…
-
Organize the time in the negotiation
How to use pace to your advantage It’s up to you to set the pace of the negotiation. Whoever controls the trading time is the one who controls the negotiation. He has every opportunity to dictate his tempo to his interlocutor, putting him under pressure. However, faced with a salesperson, it is the buyer who…
-
How to effectively negotiate any successful deal
The OCEAN Diagnosis Objects, Context, Stakes, Asymmetries, Negotiators O=the ObjectsC=the ContextE=the Stakes (Enjeux)A= the Asymmetry of PowerN= the Negotiators Objects What are the objects to trade? We mean by objects the points that will be clearly cited, detailed, not to say dissected throughout the negotiation. There are two main types of objects: We will try…
-
Types of negotiation
The distributive or integrative orientation and the Harvard method, the reasoned negotiation. “The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts.” Howard Baker Distributive negotiation The “Win-Loss” Value Claiming = The Hard Style These are typical negotiations : situations in which…
-
What is a negotiation? Why negotiate?
Negotiation definition : The Fundamentals. Negotiation is a means of communication between two or more parties that enable to solve a problem, and therefore to find a compromise, a consensus by using appropriate means and techniques. The main objective of any negotiation is to reach an agreement where each of the two parties will find…
-
Introduction to international negotiation
Adapt your behavior for best results The ability to develop and build quality long-term business relationships with foreign partners is becoming a key factor in competitiveness and development. International trade negotiation has specificities due to its intercultural dimension. International negotiations are more complex, challenging and interesting as they require a particular mix of skills, knowledge,…
-
Towards a new globalization? Challenges for international business.
We had the pleasure of being called upon as Speaker by the Sorbonne Symposium association during a symposium on the theme of globalization. Why did we arrive at globalization as we know it today? One of the main reasons is that the United States, from 1982, wanted to change the world and adapt it to…
-
International business seen by export managers
Despite the feeling, the planet in which we live doesn’t shrink. There are just more and more people on it. Let us share with you the exchanges between export managers from all over the world sharing their vision of export. The question was “In your opinion, what are the critical factors for export success?” The…
-
Lead and animate your export business network
In your international business development, you have built up your customer database, prospected, recruited your first agents or distributors. Good ! And now, what’s next? Why hiring a field coach is needed ? Because your success depends on the animation of your export offer. Organize the attractiveness of your product offer.When you have met your…
Happy CEO 