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Why is it vital to prepare well for negotiations?
By Michel Ghazal Always be ready to negotiate, but never negotiate unprepared. While many negotiators know that preparation is one of the keys to success, it is not clear that they know exactly what preparation entails. If they do, the risk is of blocking rather than facilitating their negotiations.
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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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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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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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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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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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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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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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How can you build and inspire confidence in negotiations?
By Michel Ghazal Inspiring and building confidence concludes the series of 10 videos announced last September. It’s the key to success. Without confidence, there is no salvation.
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