Julien Reuzeau

  • What you won’t read in How to negotiate successfully

    What you won’t read in How to negotiate successfully

    When I read Getting to yes for the first time in 1981, I immediately realised that what I was holding in my hand was a real methodological breakthrough that would go on to become a milestone. In fact, Fisher and Ury’s book revolutionised the art of negotiation both theoretically and practically. Three things struck me…

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  • Compromise or creative arrangement?

    Compromise or creative arrangement?

    Interview with Michel Ghazal by Revue Négociations “The very essence of compromise: a situation that satisfies no one, but gives everyone the impression of knowing that the others were just as badly off as they were”. Trevanian in Shibumi

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  • Why do most negotiations descend into a war of positions?

    Why do most negotiations descend into a war of positions?

    By Michel Ghazal Unfortunately, trench warfare is the daily lot of many negotiations. Thanks to the Mutual Gains Strategy, negotiators have concrete tools at their disposal to avoid getting into the trenches and to help their counterparts get out of them.

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  • Why should we avoid hasty judgements?

    Why should we avoid hasty judgements?

    By Michel Ghazal The more certain we are of our facts, the more the matter will seem to us to be settled, and the more difficult it will be for us to agree to momentarily put our judgement on hold and defer it. To achieve this, we need to negotiate with that inner voice that…

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  • The importance of setting an objective in your negotiations

    The importance of setting an objective in your negotiations

    By Michel Ghazal While it’s essential to set a target for your negotiations, are you sure you can do so without risking deadlock?

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  • Are you a victim of decision-making bias in negotiation?

    Are you a victim of decision-making bias in negotiation?

    By Nicole Spitaleri, Consultant-coach How are our choices, which we think are free, conditioned and biased? How can the functioning of the two hemispheres of our brain be unbalanced and unknowingly impact the way we negotiate?

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  • Conference on “Negotiation in all its forms”.

    Conference on “Negotiation in all its forms”.

    On 23 January, around fifty people from ANDRH (Montparnasse and Lafayette groups) attended a conference given by Michel Ghazal on the subject of “Negotiation in all its forms”.

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  • What makes a good negotiator?

    What makes a good negotiator?

    By Michel Ghazal Defining a sound strategy through good preparation is an essential prerequisite for success. Then it’s time to put it into practice by demonstrating the necessary qualities of a good negotiator: the ability to listen, inspire confidence and show curiosity.

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  • TOX: Next sessions on 27 and 28 Nov

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  • Pension reform: the showdown is on

    Pension reform: the showdown is on

    By Michel Ghazal Whether it’s the CGT, Sud or Unsa at the SNCF or the 3 representative unions at the RATP (UNSA, CGT and CGC), they are all up in arms to get the government to back down on its pension reform plan. Even though everyone agrees on the diagnosis (which is already very old)…

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