?Negotiation breaking news: it is impossible to negotiate!?
Nicolas Clement
Negotiation consulting, coaching & training for the C-suite in Asia ?? and beyond. Fastest client success: $7m recovery in 1 phone call. Largest: $1b acquisition. Globalest: 150 trained in 17 countries in 7 languages.
??Here are 7 reasons why:
?? The fallacy of rational negotiation - the higher the stakes, the higher the emotions.
?? The fallacy of win-win - successful negotiations mean continuous alignment of interests. Win-win is scorekeeping in the instant. Then both sides go back to their own interests.
?? The fallacy of compromise - compromise is what you do when you have failed to to help the other party see your value.
?? The fallacy of fairness - fairness is for mediation, not negotiation. Negotiators must continuously create and capture the maximum value from their negotiation efforts.
?? The fallacy of reciprocity - reciprocity is generally asked from people who have no interest at all granting it.
?? The fallacy of transparency - transparency is the ultimate creativity killer: both sides see what the other side makes, and want more of it. Deal in the middle. Value destroyed. End of story.
?? The fallacy of starting with yes - solving the more obvious issues leaves you at the end of the day with only deal breakers.
Contact me to ground your #emotionalintelligence in reality to make deals work.
Avvocato, founder and owner of Studio Legale/Rechtsanwaltskanzlei Dr. Linser
3 年A candid appreciation for you magnanimous sharing of your knowledge, dear Nicolas