What Does It Mean To Negotiate Well?

What does it mean to negotiate well and what is the panda bear effect?

In our chat with Kwame Christian from American Negotiation Institute, we talk about a topic that has been very important to me ever since we’ve launched our negotiation competition, The Negotiation Challenge. It is quite surprising that after four decades of research, we still do not have widely recognized standards for evaluating negotiators’ performance. This was mainly the reason behind our work on the Negotiation Competency Model.

While organizing and judging various negotiation competitions, we’ve also observed that the teams that usually do well display something, we called the panda bear effect. To find out what it is, tune in to our episode of Negotiate Anything!

German Climate Tech Map 2022

Purpose and impact are concepts that have accompanied me for a while now. They’ve helped me discovered my passions for negotiation – to help us make better joint decisions and for innovation – to shape a better future. They’ve guided me in search of the best use of my time and energy. Recently, I’ve realized that my focus list is incomplete and started digging deeper into sustainability and asked myself, whether it is possible to combine it with growth. Together with a team of smart, like-minded colleagues, we’ve been focusing on strategic aspects of sustainability and today, we would like to present an overview of the German climate tech startups, aka:

GERMAN CLIMATE TECH MAP 2022

German Climate Tech Map 2022

Climate Tech is currently the fastest growing vertical in Europe. In 2021 alone, European startups raised more than USD 11 billion in venture capital – an increase of more than 2.2 times compared to 2020 (Dealroom). Climate Tech includes business models and technologies that aim to reduce global greenhouse gas emissions and thus decarbonize the global economy, and covers the areas of buildings and mobility to food and farming. More and more climate tech startups are valued in the billions: more than 10% of the more than 50 climate tech unicorns worldwide come from Germany (including Enpal, TIER Mobility, Lilium, INFARM, Sunfire GmbH and Volocopter GmbH).

Together with my colleagues Pia Sander and Jil Zoé Fuhrmann, we’ve put together a climate tech map for Germany. A total of more than 170 companies that meet the following criteria have made it onto our German Climate Tech Map:

  • The company is active in the Climate Tech area in the areas of Banking & Insurance, Buildings, Carbon Tech, Energy, Food & Land & Water, Industry & Manufacturing or Mobility & Transportation.
  • The company’s headquarters are in Germany.
  • The company was founded in 2015 or later.
  • The company has funding (equity/debt).

More than 25% of startups are in the mobility & transportation sector, closely followed by energy startups (20%). In the future we will probably see even more start-ups in the Carbon Tech sector – this group currently accounts for around 13%.

Here is the complete list with all German climate tech startups. Did we forget a startup? Then please leave a comment!

Toward a Process Model of First Offers and Anchoring in Negotiations (PDF)

Super happy to share that our literature review on first offers in negotiation has been accepted for publication in Negotiation and Conflict Management Research! In our paper, we analyzed 119 papers that focused on various aspects of first offers in negotiation, ordered them in a process a process model and identified avenues for further research. If you ever wondered about what research has found out about the impact of first offers in negotiation, you might enjoy reading this paper.

As our manuscript is being prepared for publication, here is a link to the preprint on ResearchGate in the PDF format.

Many thanks to Wolfram Lipp, who headed this project and to Peter Kesting, my old partner in crime! It was an honor and great pleasure to work with you!

In Search of Master Negotiators: A Negotiation Competency Model (PDF)

This paper systematically derives and summarizes the evaluation criteria we use in our international negotiation competitions for students and professionals. They are based on a systematic literature review connecting observable negotiation behavior with their impact on negotiation outcomes and summarized in a negotiation competency model. The model includes a set of selected negotiation competencies together with proficiency levels and their behavioral indicators. Our goal is to help scholars design more effective negotiation courses and fairer negotiation competitions, improve negotiation pedagogy, and train negotiators who are well prepared to handle conflicts in our increasingly complex society.

Source: (PDF) In Search of Master Negotiators: A Negotiation Competency Model

2020年“商谈赢家杯”全国大学生商务谈判大赛网络赛开幕式顺利召开

Today, I was honored to speak to 86 teams and almost 300 students participating in the national negotiation competition organized by the association of negotiation and communication professors in China.

I’m so glad to see that negotiation competitions have become a part of students’ learning experience around the world. Good luck to all participants and may the best team win!

Source: 2020年“商谈赢家杯”全国大学生商务谈判大赛网络赛开幕式顺利召开

How Teaching at HHL Inspired The Negotiation Challenge 

A few quotes from my interview for HHL blog:

Negotiation intelligence is a combination of the relevant knowledge with the ability to use it in appropriate settings.

My passion for negotiation has probably developed out of these two factors: the willingness to understand others and to solve complex decision problems.

During The Negotiation Challenge we are surrounded by smart and ambitious young people, who share the same passion and come together to compete but end up becoming friends.

It’s been a great privilege and honor to interact with so many smart and highly motivated students and observe the development of their further careers.

Source: How Teaching at HHL Inspired The Negotiation Challenge

Why You Need to Develop Negotiation Intelligence and Skills | HHL Blog

The concept of negotiation intelligence is industry agnostic and can be applied also in law, diplomacy and politics. The starting point for building negotiation intelligence is knowledge acquisition. First, we need to get to know the methods and techniques together with their suitability. Second, we need to learn to retrieve and apply them in the right moment. That’s why all my negotiation courses are based on the concept of experiential learning combining a healthy blend of theory and practice.

HHL negotiation course with expert Prof.Dr. Remigiusz Smolinski I The Negotiation Challenge for students and professionals

Source: Why You Need to Develop Negotiation Intelligence and Skills | HHL Blog