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You do not strike with words - certainly not in negotiations
It may be that punctual people entertain us well with their wit at parties. In business rhetorical superiority gestures have lost nothing, says Dr. Ingeborg Rauchberger.
With her book "Schlagfertig was yesterday" shows the author how to convince without verbal quick shots and make Dampfplauderer look very old - in the office and in the circle of friends.
Please do not have clubs in the meeting room
In the word "quick-witted" is not accidentally the term "blow". Rauchberger reveals the supposedly witty spontaneous expressions as gestures of aggression and sometimes helplessness.
"Much of what we hear or recommend as quick-wittedness is nothing but a big, big, prickly club."
Start modestly, get out big
Especially in dialogue with customers, suppliers or in the Jour fixe with the Chef If other virtues are in demand, one does not want to lose his starting position within a few moments. Based on numerous examples from his own coaching practice, small hands-on exercises, sketches and far more than 100 professional tips, Rauchberger points the way to successful negotiations.
The starting position is "hard on the matter - but soft on the person". Bring the respect you want for yourself to your partner, even if the positions are far apart. A healthy amount of modesty is imperative. "Those who exaggerate themselves run the risk of being shrunk by others so that the proportions are right again."
Formulate your dream goal before the beginning of the negotiations, but also think about alternatives, and plan intermediate stages. A negotiation pause does not have to be the same with a failure.
A pleasant, personal climate pays off in the long term. But you should never lose sight of the common thread. "The better I know my interests, the better the goals and alternatives I set myself. The better I know the interests of the other side, the more inflammatory my arguments are. "
They need a career starter for successful negotiations: enjoy working with other people, a pencil and "ready to hit the ground yesterday".
Because the book by Ingeborg Rauchberger is even more fun when one accepts the invitation of the author and the many personal exercises and tasks.
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