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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 “Schlag ready was yesterday”, the author shows how you can convince without verbal rapid shots and how you can make steam chatter look very old - in the office and among friends.
Please do not have clubs in the meeting room
It is not a coincidence that the word “ready to hit” contains the term “blow”. Rauchberger exposes the supposedly witty spontaneous statements as gestures of aggression and sometimes also helplessness.
“Because a lot of what we hear or recommend as quick wit is nothing more than a thick, large, spiky 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 “tough on the matter - but soft on the person”. Show your partner the respect you want for yourself, even if the positions are far apart. A healthy level of modesty is essential. "If you exaggerate yourself, you 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. However, you should never lose sight of the common thread. “The better I know my interests, the better the goals and alternatives that I set myself. The better I know the interests of the other side, the more sparkling my arguments are. ”
This is what career starters need for successful negotiations: joy in dealing with other people, a pencil and “ready to hit was 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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