Prepare the negotiation
Take 20 minutes before an important negotiation. It pays off twice and three times over! And what if I don’t have time? Then take at…
Author: Joachim Hoffmann
Erfolgshelfer für die kulturelle Welt
Negotiation principle 4: objective criteria and legitimacy
Unfortunately, it is not enough if we alone find our demand legitimate. We have to convince our counterpart step by step, explain our position objectively…
Negotiation principle 3: mutually beneficial options
Once we know the interests behind the positions, we should ask ourselves: “How do we fulfill these interests?” The answer is: options. An option is…
Negotiation principle 2: Interests behind positions
The fear of not getting what we want quickly causes us to make demands. If they don’t get through straight away, we put our foot…
Negotiation principle 1: Separate matter and relationship
Negotiation principle 1: Separate matter and relationship Who doesn’t know that? We avoid the conversation for fear of hurt feelings or because we fear the…
Rules for culture in group discussions according to Ruth Cohn
Conversation culture in teams – rules for the culture of group discussions You’ve probably experienced this too: one person says something and everyone rolls their…
Why do we need rules at all? Driving test 1905
Why do we need rules at all? Rules are restrictive. People only ever call for them after accidents have happened. The rules of the…
Spontaneous group discussion – family vacation day at home
Private example: Family, vacation day at home, it’s 11 a.m., mom, dad and two daughters want to do something nice. Everyone is busy playing, reading…
Do you even want to encourage group discussions? Roles depending on commitment
In a small company, the managing owner wants to encourage the most important people to think along and take responsibility because he wants to retire…
Stimulate group discussion with solution- & resource-oriented questions
Is it technically possible to hide the solution so that the tln has to guess? Ask like this is shown with a button. Well-formulated questions…
