The story of the other wise mum
November 28, 2019
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November 28, 2019

...and how she used the subtle power of agenda setting “What’s for dinner?” is a question that can be heard around the world on a daily basis, often asked after a hard day(‘s night) with urgency in anticipation of some delicious culinary delights. And yet, the issue of what’s for dinner is never more important than on...

written by Manuel von Krosigk
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Act first to negotiate better!
September 17, 2019
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September 17, 2019

In negotiations about prices and salaries, it is best to act first to set a reference point. The other party must then negotiate starting from your reference point. This is straight forward in bilateral negotiations, but what happens if a negotiation involves three parties?

written by Hannes Lang & Lukas Franken
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Can I borrow your negotiation power for a moment?
August 22, 2019
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August 22, 2019

Power in negotiations comes from outside options – your own options or the other side’s, or the other side’s in another negotiation, as Apple has found out in their recent acquisition of Intel’s modem division. Intel was successful in the negotiation with Apple not because their relative power in that deal, but because...

written by Daniel Wagner
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