INKOVEMA Podcast „Well through time“
#236 GddZ
Negotiation theory
Part 1
What negotiation skills are and what we need them for
In conversation with Dr Jörg Schneider-Brodtmann
Studied law in Tübingen, Geneva/Switzerland, Heidelberg; Master of Laws (Mediation and Conflict Management), European University Viadrina, Frankfurt (Oder). Lawyer of the Year for Technology Law, Handelsblatt / Best Lawyers 2022 and 2024; Recommended for IT and Technology Law, Handelsblatt / Best Lawyers 2022, 2023 and 2024; Recommended for Data / Information Technology, Who's Who Legal Global and Germany 2022 and 2023; One of the most renowned lawyers for IT law, WirtschaftsWoche 34/2019.
Small series: Negotiation theory
Contents
Chapter:
0:03 Introduction to the negotiation series
2:35 Jörg's current focus
3:38 Everyday negotiations in focus
5:47 Negotiation psychology and mediation
10:48 Influence of third parties on negotiations
11:51 Negotiation approaches and styles
14:19 Personality and negotiation style
17:58 Communication psychology in negotiations
25:20 Gender and negotiation
28:16 Outlook on future topics
33:10 Negotiation literature and expert interviews
detailed summary:
In this episode of the podcast "Gut durch die Zeit", I invite Jörg Schneider-Brodtmann to explore the exciting world of negotiations and negotiation management with me. We discuss the essential The role of negotiation in every mediation processwhich is often overlooked. Although a mediator is not directly involved in the conflict negotiation, an understanding of negotiation psychology and methods is essential in order to be able to offer effective mediation.
We start with the question of what negotiation means to us and that negotiation is part of our everyday lives. Whether at lunch, in the supermarket or in more formal contexts, we negotiate all the time, often without realising it. In organisations in particular, negotiation is a common method of conflict resolution before legal action or mediation. Most conflicts in business are resolved through negotiation in the first place, and yet not enough attention is paid to the issue.
Jörg and I also look at the differences between formal and informal negotiations and the role of power relations in negotiations. Whilst we discuss many aspects of negotiation theory, we also look at the psychology of negotiation. We will reflect on different negotiation styles and the importance of personality and attitude in the negotiation process. Interesting examples from everyday life will illustrate how complex negotiations are and how they can be influenced by various factors.
A key topic that we would like to explore further in future episodes is the question of how mediators can support the negotiation process. I emphasise the need to know negotiation tactics in order to be able to address them, while also analysing the dynamics between mediator and conflict parties. We plan to cover negotiation techniques, biases in negotiation and many other topics in the coming episodes to provide a comprehensive insight into the world of negotiation and its relevance to mediation.
In addition, we will also look at the impact of gender differences in negotiations, as it becomes clear that the context and framework conditions are different for women and men. Again, it will be important to look at different perspectives and understand how different negotiation styles and strategies work. Our aim in this new series is to cover a wide range of topics to capture the complexity and dynamics of negotiation and how they can be integrated into mediation.
With this prelude, we begin an exciting journey into the world of negotiation techniques and their connection to mediation and conflict counselling. I look forward to creating the next episodes together with Jörg Schneider-Brodtmann and to hearing your feedback and suggestions!
Complete transcription
[0:03]
Introduction to the negotiation series
[0:00]Negotiations take place in every mediation. This is perhaps sometimes overlooked. At least whenever it's a question of pressing a button somewhere, finding a solution, making a decision, then it's based on a negotiation. Welcome to the podcast Gut durch die Zeit. The podcast about mediation, conflict coaching and organisational consulting. A podcast from INKOVEMA. I'm Sascha Weigel and I'd like to welcome you to a new episode. And this new episode also establishes a new small series of your podcast on a topic that belongs to mediation like a lid to a pot. And that topic is negotiation and negotiation management. Even if the mediator is not part of the conflict negotiation, the negotiation of a solution process, it is still important for mediators to be familiar with negotiation issues and not to understand negotiation psychology as a foreign concept.
[1:01]And sometimes, of course, he is also a negotiating partner at the beginning as to whether he will take on the mediation and under what conditions. And because there are so many questions involved, I am not dealing with this topic alone in this short series, but have invited a competent expert who is not only often represented here in the podcast, but almost belongs to it. I would like to welcome former lawyer Jörg Schneider-Brotmann, I almost have to say. Hello Jörg. Yes, hello Sascha, good morning and I have to intervene right away and contradict you. Yes, not former, but things have changed for you.
[1:40]Some things have changed, but I am still a lawyer in my main profession and I would like to emphasise that, exactly. Yes, you are. So you've remained a lawyer, but your life has been transformed by you and you've now fully focussed on mediation, counselling, beyond legal and litigation advice. How do you currently present yourself? I have changed my focus, so to speak. I am still active as a lawyer in selected projects, larger issues, classic negotiation topics, so that I don't get out of practice. But I have actually shifted my focus more towards business mediation, arbitration and also towards the organisational development of professional services firms, i.e. law firms, tax consultancy firms, etc.
[2:35]
Jörg's current focal points
[2:36]So I still deal with law and people, but now more with people and maybe the law is more the background noise, if you like. That's right. You're right to do that. Very clear.
[2:50]John Cleese in Clockwise would have said, that's right. Jörg, we want to start a new series. We haven't finished or completed our old series yet. We are still working on the topic of conflict prevention and anticipation and will continue to do so, but we have realised that the topic of negotiation is something special. Very often, before escalation or mediation or before court, the question of negotiation arises again and again: how do you negotiate? So negotiation is actually already in the room as soon as people manage something together and whether they manage it in the direction of conflict or constructive cooperation. That is already a topic of negotiation.
[3:38]
Focus on everyday negotiations
[3:38]Perhaps before we look at the topic in its entirety, when you hear the term negotiation, what do you think of? What is negotiation for you?
[3:52]Yes, that's a second field. Basically, we negotiate like this every day, as the Harvard concept so beautifully begins. Whether we want to or not. So negotiation is actually always about balancing interests. And you gave me a great example this week about your son at nursery in the morning. You negotiated a lot there. As I understood it, you lost. I erased the memory. Did you erase it? Why don't we tell you what happened? But not the painful parts, please. I don't remember. I think it was about the shoes or the footwear or a jacket.
[4:33]It was obviously a very intensive negotiation. Or at the supermarket checkout, when there's quench goods on the shelf. And these are also negotiations. But of course they don't mean in the broad sense here, we're actually talking about negotiations in the narrower sense. But here, too, we are talking about nothing other than the search for a balance of interests through communication. It's a similar term that can be used for anything, just like communication or conflict.
[5:05]If you look at it from this perspective, everything underneath also appears to be comprehensible when people talk to each other. Absolutely, yes. We negotiate every day when we talk to each other about what we're going to do for lunch or what we're going to buy. These are the so-called everyday negotiations. Basically, it's a form of communication, as I've just said, to reconcile interests. That's the informal approach, so to speak, and then there's the formal approach and you've already mentioned the connection with mediation, which is of course a bit of a central theme here in the podcast. And negotiation is initially a low-threshold form or can be a low-threshold form.
[5:47]
Negotiation psychology and mediation
[5:46]be a low-threshold form of conflict resolution. Most conflicts in organisations or in business between organisations don't go straight to court or to a mediator or arbitrator, but instead an attempt is first made to resolve the conflict somehow between the parties through negotiation and communication.
[6:07]And this means that negotiation is a low-threshold form of conflict resolution and, according to my theory, probably also the most frequently used. It's just that less is said and written about it. Yes, I don't know if this is an observation, but I have the impression that learning about negotiation theory and negotiation techniques in a seminar seems to me to be very demanding and apparently only very specific professional groups do this. So of course, lawyers who negotiate in court, salespeople who train sales negotiations. And otherwise, I have the impression that this is more of an underexposed topic. People don't go to a negotiation seminar like they do to a communication seminar or even a conflict seminar. So would you share this observation? You are very familiar with negotiation training over the years, how it has developed and what the content is and who goes to it.
[7:10]Yes, absolutely. So when negotiation theory is actually taught or in the academic field. Yes, there are also institutes at universities that specialise in this. Then it's usually about negotiations in a professional environment and with a commercial background. Yes, well, as you said, sales negotiations, sales training courses, of course there is a lot of negotiation. There is a lot of negotiation in the legal field, very different. You're bound to come across that in the course of discussions. A contract negotiation is very different from a court hearing. Both are called negotiations. And of course there is also a lot of negotiation within companies. I think you mentioned it earlier, if we only look at the perspective of the works council, i.e. the workforce on the one hand and the company management on the other. There is constant negotiation and these are also the areas in which appropriate training courses are offered. Looking at the series, I have the impression that we work in a similar way to mediation, that we should really strictly separate the fields, the areas of application, i.e. everyday negotiations.
[8:18]More party negotiations in the context of organisations, where trade unions or employers' associations, for example, always have a say, than perhaps also two-person negotiations, including, for example, wage and salary negotiations, i.e. in labour law, in individual labour law or even sales negotiations. In other words, these areas of application, where the term and the topic are taken into consideration, need to be more strongly profiled so that people don't think that a negotiation technique can be transferred just as easily to other areas of negotiation. That's the way it is and perhaps we need to look a little further afield, including at global politics, what is happening right now, what we can read in the newspapers every day. These are negotiations that took place over the weekend last week. Yes, Trump meets Putin in Alaska.
[9:14]Then the whole European staff flies to New York to catch him again. What is happening in Gaza, yes, these are all negotiations. Of course, they are very different to the negotiations you have with your son at nursery, whether he takes his shoes off or not. Yes, I remember I had forgotten the slippers and then got the tip afterwards, of course it wasn't about the slippers, but it was a welcome opportunity to say, no, I don't want to go to nursery now. I seem to remember that you chose the route of getting a third party to help you in the form of the nursery school teacher and then politely said goodbye, didn't you? Exactly, and not as a raven father, workaholic, I must be labelled too much for work.
[9:58]Of course, this is also an issue for negotiations, that you always have the third side, the stage on which the whole thing takes place, in mind and that you fight for social status, recognition or at least not for discrediting. These things would also be important to me in this series, because the whole thing is also in the context of mediation. So what influence do third parties have on negotiations, knowing full well that the mediator, that we ourselves embody this audience in mediation, even if we say that we are part of it and structure the negotiations etc.? But it is also the case that the parties are dealing with this in a social context.
[10:48]
Influence of third parties on negotiations
[10:44]and negotiate on a stage, even if it is a confidential stage. And these things, perhaps under the motto of negotiation psychology, framework conditions for this, that would be worth another programme of its own where we take a closer look at this, I think this is particularly important for mediation, so that the mediator keeps this perspective in mind. And that also touches on a very fundamental question of mediation. What actually is mediation? I remember that three or three and a half years ago, we did a podcast here together with Jürgen von Oertzen from Karlsruhe. And that was about the question, we called it that back then.
[11:27]Negotiation mediation versus agreement mediation. And there are people who say that mediation is nothing more than a third party-supported, third party-assisted negotiation. And that is of course partly true. And every mediation involves negotiation. This is perhaps sometimes overlooked. At least whenever the aim is to put a button on somewhere, to find a solution, to make a decision, then this is based on a negotiation.
[11:51]And I think that brings us to the connection we have between mediation and negotiation. On the one hand, negotiation itself is a conflict management process and, on the other hand, it is a dependent part of any mediation, whether you like it or not. Yes, at the moment I'm trying to organise that a bit in the back of my mind. That would also be the topic of negotiation approaches or negotiation styles, as we also have in mediation. That we also do an episode on this, to see what approaches there are to negotiating and that you should also know, even if you now favour your own and say that I'm happy and doing well with it, it's still quite good, again from a professional point of view. And that brings us to the question of what is professional? On the one hand, I can say, yes, everyone has their own negotiating style. And if I want to structure the negotiating partners, the parties to the conflict, in other words their negotiations, then I can leave them to their own negotiating approaches.
[12:55]Even if they are competitive?
[12:58]Question mark. Or do I stand for a certain style of negotiation that I demand from these conflict parties in mediation, with a claim that exerts social pressure? If I ask this politely, but still have this claim and that is the question, is this a professional mediation for me or not, then just say, well, this is how we negotiate or the mediation does not take place. And that, in turn, is also a matter of negotiation between mediators and conflict parties. And I find this interplay between the individual approaches an interesting point, because I believe that mediators also differ greatly.
[13:42]Absolutely, yes. And to head for that. I think you can perhaps open up the subject even further. Personality, attitude, style. So as three different levels. So what personality do I bring to the table? My personality naturally also flows into my negotiating style. What attitude do I adopt during the negotiation? I remember that was an important point in the conversation with Jürgen von Otzen. And with the personality that I bring and the attitude that I adopt, there is still the question of which style I choose in the negotiation, specifically. And that, of course, also depends very much on what you just said,
[14:19]
Personality and negotiating style
[14:16]who is sitting opposite me, so what is it about and who is sitting opposite me? And that's why I think it's also important and useful for mediators to familiarise themselves with the topic, so that they don't just know one style, so to speak, or their style, that's just mine, that's just the way I am, but that they actually know or have at least heard a bit of the diversity and can then react accordingly, depending on the situation.
[14:43]Hey, you who are listening to this podcast, grab your smartphone now and leave feedback, a star rating, so that others can listen to this podcast too. And now the podcast can continue.
[15:01]Just under the motto negotiating move, that's me. There are also these techniques where you present your negotiating partner with a fait accompli. And that would be one where you say, I have the idea that this is my style, this is my personality, this is the way it is, you have to come to terms with it. And set a negotiating framework unilaterally, which can have an escalating effect, but is in any case a negotiating technique. Similar to the works council chairperson, who states at the works meeting for the upcoming negotiations with the employer that it will not be below this line, dear colleagues. I can promise you that right now.
[15:41]And then have fun when the trial starts, which has already begun.
[15:46]That's how it is. So that's also the systemic example you're describing now, the works council versus management. Before a single word has been spoken, a lot has already been decided about how the negotiations will proceed. And the press and the workforce have already been informed. Yes, or already where they will meet, how they will be distributed in the room, who will bring whom. There are already a lot of statements behind it. And perhaps once again the topic of personality and customisation. Here too, I think world politics is a wonderful example, unfortunately not a nice one, but a good one. Donald Trump has a lot of personality. He is who he is. And everyone who comes to him has to adapt massively, adjust to it. Mr Merz is making that very clear right now. Selensky didn't do it once. That didn't sit well with him. That simply shows the connection between personality and the role. That would also be the psychological aspect. So I would also like to take these topics step by step. And that's something very tangible. And I get the impression when I look at the negotiation literature that this is only a small section that I can look at. It's a very popular topic, these negotiation techniques and manipulation techniques, where people believe they can teach a tool in negotiation theory that always leads to a result or at least brings with it a high probability.
[17:15]We can take a look at these techniques one by one in an episode. Similar to a very similar topic, but perhaps not a little more abstract, but more psychological, the topic of these negotiation biases, these cognitive distortions, where you think you're negotiating well, but you're being taken for a ride. I think there should be a series on this to familiarise people with this in detail using examples. I think that would be worthwhile. Or how do you perceive this in practice?
[17:58]
Communication psychology in negotiations
[17:51]Is that important to know or is it just nice to hear and read? No, absolutely. We said at the beginning that balancing interests through communication and that brings us into the area of communication and then the whole psychology of communication flows into it and all the classic biases, i.e. perceptual-cognitive distortions, distortions of perception, which mediators should also have heard about in mediation training. Yes, I'm going to phrase that carefully.
[18:25]Of course, these play a massive role in negotiations. Topics such as over-optimism, the classic issue of throwing an anchor and how you react to an anchor, etc. Reactive devaluation. Can I give you an example? I was recently asked to give a talk at an association. It was a foreign enquiry, I wasn't so well informed about what the usual daily rates are and then of course the question arose, what is it? And I knew at that moment on the phone that this was an anchor situation. Anyone who throws an anchor now has set a stake. Since it was a club, privately organised and all that, I didn't approach it as sharply as I would with a large organisation or something. You do have your room for manoeuvre there and I left it to them. And then I heard an anchor that I would never have dared to say because it was totally in my favour and was actually just meant as a joke.
[19:24]And yet he influenced me. And I then made a higher offer than I would have done originally. Because I realised that there was more leeway there. So not a good negotiation on my part at all, but still different there. And I found that interesting because I realised that I was changing my figure because this anchor was thrown in for fun. Yes, I also have a nice example now. I had a friend visiting me on Monday and he was celebrating his 60th birthday and wanted to book a DJ in Freiburg. And someone was recommended to him and they met up to talk about it and then the DJ, the opening was probably, you have to know, I'm the most expensive DJ in Freiburg.
[20:14]And that was the end of the trial. That was the end of the trial. A great statement. Yes, without making a commitment. Simply so that the customer knows where things are going. Exactly, these are such simple examples. Because even if he says, oh, that's too much, he has to find someone else. That's the way it is. Of course, I'm also the best DJ in Freiburg, but he's just shamelessly pinned it down to the euros. In the TA, as you know, there used to be an opinion like that.
[20:56]Triangular transaction, i.e. that this is completely factual information on a social level. I am simply the most expensive, you can simply check that. It's just a mathematical question. On a psychological level, it's like this and now show me that you can afford me. Yes, exactly. So the seduction element in there. Exactly, exactly. And now we're back to everyday negotiations, so to speak, which are also simply a great learning field, so in training courses, too, I really like to deal with these everyday situations because they are so vivid. And you realise that I don't actually have to do anything other than what I do all day, so to speak, in order to be able to hold my own in a negotiation. And that gives me a nice transition to a topic that I would also include in the episode. And that is where we simply look at negotiation literature. Simply books, online offers, etc. Look at them and evaluate them, see what's worthwhile and what's not. And the transition is because I discovered a book that is unfortunately no longer available as a book, but as a PDF. Namely, I have to look up How to negotiate like a child. Ah, okay.
[22:09]Unleash the little monster within to get everything you want. Well, that puts us right in the middle of the topic. And that's actually, I just had a quick look at the headlines, how a small child negotiates. And it's simply profitable. That would definitely be an opportunity to really take a look at negotiation books. And to think outside the box, so to speak, which the legislator has also defined in mediation, namely negotiation theory is part of the training regulations and then also made it quite clear that this is about the Harvard concept, which in Germany, in German regions, is so closely interwoven with mediation training that there is almost a tendency to confusion and that this is not at all a non-mediation topic, but a pure negotiation topic. But this is perhaps also due to its origins, that it naturally had a mediation character, that the mediations at Camp David naturally also involved mediation.
[23:18]That's the way it is and, apart from the economic considerations that had already existed in the USA, they were simply the first at Harvard to formulate it so broadly and to prepare it as a doctrine not only for science, but also for the broad market. That's why the Harvard concept has become so well known, but there must be something to it if it's still in the foreground after 40 years, let's say. Yes, that would be a point where we could return to political currents, because this type of negotiation is closely linked to American politics, which is currently under pressure, so to speak, and where a completely different current is emerging and therefore also a different negotiating concept. A colleague recently mentioned this in a conversation, where confrontation is once again a fully recognised concept and the competitive element is not only a fact, but is also being given a moral upgrade and says that this is perfectly fine.
[24:28]And that is something that the Harvard negotiation concept tried to argue away in favour of the common cause. But that is already a perspective that would not be seen or even affirmed by competitive negotiators. There is also a book, which I have not yet read, by Donald Trump himself. I think he wrote a book called The Art of the Deal. Perhaps it would actually be worth taking a look at it in this context and that brings us to another aspect that is very important for negotiations and that is power. So the role of power, the importance of power for negotiations, intermediation also plays a major role, then negotiating power, where does power lie and what strengthens power and what weakens it, what constitutes it, so there is a wide field behind it,
[25:20]
Gender and negotiation
[25:19]on which we can exchange ideas. Yes, we will do that and we will also invite third parties to join us, we will bring in negotiation experts and at the same time, and this is another topic that strikes me as worth looking at, I recently read an essay on this, that there is also a negotiation gap, so to speak, a gender gap in negotiation, i.e. that women.
[25:42]Negotiate differently, open parenthesis, have to, close parenthesis, because the context is also naturally stereotypically occupied and what is power for some or is attributed power is then assessed differently by others. And I think we also have to look at this, especially because we are dealing with the topic here as two men, to make sure that we get enough perspectives on how negotiation works for women. So whether it's in everyday negotiations, I naturally see my wife approaching problem situations very differently than I do now.
[26:20]But probably also in professional life, because salary negotiations are a completely different topic for women than for men. In other words, the framework conditions are different. And the question is, what can we learn from this? So can you actually empathise and understand how this affects other people, personalities? Exactly, I think that also ties in. If I remember correctly, you once had Mr Modler on your podcast, didn't you? Yes, Peter Modler. That's right, he's also done a lot of work on it. I think he also wrote his own book on the subject, including how women can strengthen themselves in professional life so that they can hold their own. And then also in negotiations. I think he called the book The Arrogance Principle. Exactly, yes. He has celebrated this in several books. I think there is also this book on the subject.
[27:12]And exactly, it's tailored to women in the world of work. Absolutely, exactly. And this topic of salary negotiations for women, there are studies that show that this gender pay gap then emerges, yes. Well, that means we have quite a lot. The series won't dry up any time soon, we'll have a good go at it. Is there another point that is important to you that we need to address, because otherwise the topic would not be adequately illuminated? The connection with mediation, I think that's a topic, so also in connection with your podcast now, but we can also take the framework further, coaching, organisational development, organisational consulting, yes, how does negotiation play a role in it, because ultimately in coaching, that's perhaps, you could say, a negotiation with yourself, yes, how can I accompany such a negotiation well? So I think we have a lot of points. Perhaps we also need to make sure that we don't lose the thread at some point.
[28:16]
Outlook for future topics
[28:14]But there are certainly many topics. Good, Jörg. That's the start, the field has been prepared and we'll be working on it bit by bit. I'm looking forward to it and that it will all start soon. We'll see how we negotiate with each other.
[28:34]Finding times, working through topics. That's where we start to negotiate and make sure that our speed and content can be harmonised. Yes, I'd love to. I don't know how you communicate with your listeners. Perhaps there are also suggestions, requests that you take up certain topics, I could imagine that. So when I give negotiation training, the tools are always very much in demand. So how do I deal with competitive negotiators, destructive behaviour? That's always very popular. I always make sure that it doesn't come up too early, so to speak, because I think you have to prepare the ground a bit first. We've already touched on the topic of negotiation types and negotiation styles. Also the cognitive barriers before you really get to the specific tools. But we promise that we will also present them. Yes, it'll be handy, it'll be profound, it'll be scientifically orientated, but it'll also be very pragmatic and we'll look at various negotiation concepts in terms of their practical value. Right now I have a concept in the back of my mind where negotiation types are compared with mythical creatures, with animals. And where it's labelled like this, you're a wolf and you're a rabbit or something.
[30:02]Such Things, so I white not, whether the a Zeitgeist was in the Education or in the Mediation from Negotiation topics. It has mine In my opinion at the moment simple removed and something like that gives it not more. But when, hold itself such Things, believe me, very strong and there must we times watch, perhaps so under the Keyword Negotiation myths or like this, that we there one Programme with in addition make. So when you on Animals, then have I the Association equal then and Communication. Marshall Rosenberg with his non-violent Communication, there gives it Yes the Giraffe and the Wolf, so the Animals gives it also. And then gives it even also so narrative Approaches, so Storytelling approaches also in the Negotiation theory and there can one determined also marvellous with Little animal work. Yes, or even also straight not, but the look we us then to. Yes, exactly. Okay.
[30:51]Good. Jörg, until to the next Episode, the not equal Negotiation be becomes. We become us still before with Conflict prevention so to speak to deal with. So much can I already announce, because we have these Episode already scheduled. And there become we us with the User experience from Mediants deal with. What say actually Users from Mediation? Exactly, the is Yes from the Series Anticipation and Prevention and Conflict management systems. Since becomes one then also before all again on the Organisations the View throw. We have us there one interesting Guest invited.
[31:34]This second Strand runs already also still continue. Since have we also still a pair Ideas. Good, the means, love Listeners and Audience, with pleasure Questions, Suggestions, Topic suggestions also with the Topic Negotiations. Writes them us. We grab it with pleasure on, Build the with in, so that there so also whole concrete Wishes or Needs addressed become or even also dialogue partner, with those one to this Topic Negotiations simple talked have must. So is it planned and so becomes it happen. Jörg, I wish you one good Time until there and hopefully until soon. Habit you probably. Many Thanks to, Sascha. I happy me here on our small common Project.
[32:22]Ciao. Good, goodbye. Yes, the was my Prelude with Jörg Schneider-Brodtmann to the new small Series to the Topic Negotiate and Negotiation management. We become us detailed in the next Episodes in this small Series to the Topic Negotiate leave out. We become, like we announced have and also discussed have.
[32:43]The most diverse Additions choose. The Topic Power in Competition. Negotiations. The Topic Responsibility and Confidentiality become we us view. We become us Negotiation styles, negotiation psychology Findings more concrete view. We become us Negotiation constellations and Fields of negotiation view, the even but very different are. Keyword Everyday negotiations, Professional negotiations, political Negotiations,
[33:10]
Negotiation literature and expert interviews
[33:08]Trade union, so Collective bargaining etc. The are everything but very different Fields. We become us also with Negotiation literature employ and the a or other Negotiation experts and before all Things also Negotiation experts here ins Studio invite, so that we the Topic from several Pages illuminate. Always also with View, what means the for one supporting negotiations Third parties, the the Mediator is or at least be wants. And what it means, that one as Mediator with thereby is, when two Persons permitted these Presence so to speak accept and their Negotiations on one small social Stage out. I happy me, that you and her so that thereby was, today here in the Episode, but also then in the future Episodes thereby are. Until there wish I you everything Good.
[34:06]Handled you probably, remains us weighed, her the Podcast good through the Time, the itself at Mediation, Conflict coaching and Organisational consulting in the Core turns and so that the Themes Conflict and Negotiation management.
[34:22]Music,.
Power plays a major role in negotiations - what strengthens it, what weakens it, what characterises it?
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