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The Negotiation – Part 1

Negotiations are part of your daily life, both in business as in private. You may do negotiations - as a member of procurement in a company to negotiate the best deal - to receive the best salary for...

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The Negotiation – Part 2

Last week I started to describe the process of negotiation and it different stages. The first stage of each negotiation should be the preparation and it consists of six steps which you should complete...

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The Negotiation – Part 3

After we have talked about the step 1 in your negotiation preparation last week we are covering today the next step which covers the balance of power. Step 2: Evaluating the balance of power...

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The Negotiation – Part 4

So far we have covered the two main starting steps in the preparation of each negotiation. By now we should be clear about our objectives, our strengths and weaknesses and the alternatives we have if...

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The Negotiation – Step 5

In the last couple of weeks we have covered the first three steps of the negotiation preparation. Being half through the checklist the following steps will help you to develop a strategy to execute...

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The Negotiation – Step 6

While we have discussed mainly the content of your negotiation in the last weeks it is now time to think about how you will transfer your message. How do you actually need to behave during the...

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The Negotiation – Step 7

The last five weeks we have discussed the first steps to prepare your negotiation. It has been mainly gathering information and analyzing it. Based on this work you enter the final step of your...

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Negotiation Meetings – Wrap Up and Follow-Up

To negotiate a new contract with your supplier is an important step in your business to secure material for your production but also defining the cost base for the negotiated timeframe. The whole...

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The balance of power in negotiations

Three months ago Germany went to the ballot to have its new parliament being elected. The outcome was a great success for current chancellor Angela Merkel whose party won the election. Just a few more...

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A clean desks helps you to get a better deal!

Many years ago when I started in my first role as a buyer I was thinking about a lot of things. What kind of suppliers would I have? How would I run my first negotiation? Would I meet all the...

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Without Change there is no progress!

“We must be willing to get rid of the life we’ve planned so as to have the life that is waiting for us.” (Joseph Campbell) “Stillstand ist der Tod” – “Stagnation means death” (Herbert Grönemeyer –...

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