Our blog

  • Why and how can we move beyond compromise in negotiation?

    Why and how can we move beyond compromise in negotiation?

    By Michel Ghazal Splitting the difference is often a poor compromise that leaves all parties dissatisfied. If it is possible to do better, isn’t it a shame to leave it at that?

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  • Emotions are always information, even in negotiation

    Emotions are always information, even in negotiation

    By Philippe Etienne, Training Consultant The classic or adversarial negotiator, the one who likens negotiation to a game of poker, is consistent with his vision of negotiation: he plays poker face. I’m happy, I don’t show anything, because you never know, I might be able to “scratch” a bit more.

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  • How can we remove the obstacles to creativity?

    How can we remove the obstacles to creativity?

    By Michel Ghazal To remove the main obstacles to creativity, namely the withholding of one’s own ideas and the systematic rejection of those of the other party, it is advisable, before starting, to establish a rule of play: the separation between inventing ideas and committing to a solution.

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  • Interest-based negotiation: 10 preconceived ideas to overcome

    Interest-based negotiation: 10 preconceived ideas to overcome

    By Michel Ghazal The evidence of the “Interest-based Negotiation” approach, which at the European Negotiation Centre we call the “Mutual Gains Strategy”, is obvious, but putting it into practice comes up against obstacles that are not easy to overcome.

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  • Michel Ghazal Foundation

    Michel Ghazal Foundation

    Michel Ghazal, Founder of the European Negotiation Centre, presented the 2019 Conflict Prevention and Peace Prize in Lebanon to the Lebanese Association CHAML.

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  • How do you put yourself in the other person’s shoes when negotiating?

    How do you put yourself in the other person’s shoes when negotiating?

    By Michel Ghazal If “putting yourself in the other person’s shoes” is easier said than done, our preparation tool makes the task a whole lot easier.

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  • Pensions: what are the options for a top-down solution to the crisis?

    Pensions: what are the options for a top-down solution to the crisis?

    By Michel Ghazal When it comes to decision-making strategy and conflict management, Mazarin advised: “If you decide to promulgate new laws, begin by demonstrating the imperative need for them to a council of wise men, and work out the reform with them.

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  • Conference on 27 February

    Conference on 27 February

    Understanding the role played by the negotiators’ voice in the course and outcome of negotiations. The voice is more than a vehicle for ideas. It is the very locus of exchange. In this interactive conference, participants will discover its remarkable role.

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  • 3 mistakes to avoid if you want to negotiate successfully

    3 mistakes to avoid if you want to negotiate successfully

    By Michel Ghazal To increase your sense of satisfaction with the outcome of your negotiations, you absolutely must avoid these 3 mistakes.

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  • For intelligent sales relaunching: always present, never a burden

    For intelligent sales relaunching: always present, never a burden

    By Michel Ghazal In these times of economic crisis, which in many sectors is leading to a relative wait-and-see attitude to decision-making, sales managers are tending to increase the internal pressure on their teams.

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