Negotiating to win: Success is not a good luck

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To the previous article comes here just the right book - and that of Best of HR –®-Author Kurt-Georg Scheible.

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Forget win-win


The title is "Negotiate to win" - and as the title shows, Kurt-Georg Schaible is not a fan of win-win-oriented negotiations.

And at the latest when you are confronted with a negotiating partner who is also not interested in the best possible results on both sides, it pays to be prepared for such situations as well. How to do it, the author shows in "Negotiate to win.

Negotiation success is not a matter of luck


Kurt-Georg Scheible is therefore not a fan of the much-vaunted "win-win situations" in negotiations, because ultimately one of the partners (almost) always a lazy compromise when it comes to the conclusion.

That's why he advises: rather try to clearly define your point of view before the interview, to consistently pursue your interests in the negotiation and then to learn from failures and successes for the next round.

Negotiate on the same level


Negotiate at eye level and is a matter of course. Nevertheless, you can gain benefits if you are optimally prepared. Playing them out is by no means shameful.

Kurt-Georg Scheible has designed an 10 station training program that covers all phases of business negotiations: from briefing, analysis and research to goal setting, training, coaching and simulation, to the live situation and follow-up.

10 stations for promising negotiations


There are good reasons why the author spends most of his training on the preparation. Your attitude and experience are crucial in determining how the conversation ends.

His tip: Inform yourself in advance - not only about the information that your counterpart voluntarily gives you. Maybe you know in yours Company someone?

It depends on attitude and experience


"Our drivers regularly provided me with the information that the company would never have given me through their own contacts in the foreign company."

Restrain your enthusiasm, even if you want to buy. Otherwise, they are taking an important place to negotiate.

Every "no" is the starting signal for a new round


Above all: "Always plan alternatives if your offer is not accepted". If a discount is unexpectedly not accepted, this is by no means the bargaining chip.

There may be additional benefits that would otherwise have to be paid dearly. An extension of the warranty, for example.

Think of alternatives


Good salespeople learn to think of such alternatives if you go into haggling and use a "no" as a starting point for a new round: for even a "limbo state can be quite desirable."

Or tick off the "No" and save for the future. That is what the book is about: using the sum of experience to prepare ideally for the next round.



"Negotiate to win" offers clever strategies for opening, middle and final matches in the negotiating chess between partners on an equal footing.

Not only in business - also for consumers, the book has many practical tips.

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