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

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

Remigiusz Smolinski zum Smart Financial Assistant der Zukunft

Who will become the smart financial assistant for their customers? Who will secure/gain access to them and capture their attention? Do banks stand a chance in this race? Answers to these and other questions in the recent interview with Hansjörg Leichsenring (in German).

 

Bank Blog TV: Gespräch mit Prof. Dr. Remigiusz Smolinski über die Chancen und Herausforderungen des Smart Financial Assistant der Zukunft.

Source: Remigiusz Smolinski zum Smart Financial Assistant der Zukunft

The Negotiation Challenge: How to Win Negotiation Competitions – Introduction

Blessed are the peacemakers, for they will be called children of God.
Matthew. 5:9

Negotiation is our passion and we love sharing it with others. Through our research, we have spent decades trying to understand its complexity. We have used what we have learned in teaching generations of students and business executives across the world how to produce wise and sustainable agreements. As part of these efforts, we have also initiated an annual international negotiation competition for graduate students called The Negotiation Challenge. It offers participants a unique opportunity to compare their negotiation skills, live their passion and network with like-minded colleagues from around the world. The Negotiation Challenge has been an amazing opportunity for us to observe and interact with some of the best student negotiators in the world and analyze the secrets of their superior performance.

The Negotiation Challenge, the competition as well as this book, has its origins in our desire to help our students, the  leaders of tomorrow, become better negotiators. Since conflicts are an inherent and inescapable part of our lives, we must learn howto manage and resolve them. Indeed, now more than ever, our world needs skilled negotiators who understand not only how to navigate difficult negotiation situations, but also how to engineer value and craft smart and sustainable agreements. However, teaching these skills is a great pedagogical challenge. For example, how do we optimize our classroom teaching to generate the best possible results or how can we help our students become the best negotiators they can be? In addition, although comparing students’ negotiation skills before and after a negotiation class delivers valuable insights concerning the efficiency of our teaching methods, this environment lacks the revealing dynamic that a real-world situation has. That is, have the skills they have learned also work outside of the classroom setting? Thus, letting students compete at The Negotiation Challenge puts their negotiation and our pedagogical skills to the ultimate test and helps us answer these questions by seeing how our best students perform when faced with world’s best student negotiators.

During the last decade of running our competition, the participating students, as well as their coaches and professors, have regularly asked us for our advice and guidance concerning the most effective preparation for The Negotiation Challenge. Although we have openly shared our observations with them, many have also encouraged us to publish the  negotiation simulations we have written for The Negotiation Challenge to make them available for those considering participating in the competition. Thus, although this book has been long overdue, we are very happy to finally satisfy these requests.

The remainder of this book is structured as follows. Chapter 2 describes The Negotiation Challenge as a competition. It explains how and why it started. It also describes its structure and discusses the evaluation criteria that we use in an attempt to capture and measure what we term negotiation intelligence. In this part of the book, we also give details on the competition’s admissions criteria that applicants need to fulfill to compete in The Negotiation Challenge. We conclude this chapter with facts and figures from past competitions including the list of hosting institutions and the winning teams. Chapter 3 then addresses four key types of negotiation, each as an independent section. These include distributive negotiation with value claiming strategies and tactics, integrative negotiation with value creation strategies and tactics, complex multi-issue negotiations, and multi-party negotiations. Importantly, each of these sections includes four supporting roleplay simulations, which negotiators can use to develop and reinforce their skills in preparation for The Negotiation Challenge or other negotiation competitions. These 16 roleplays are carefully selected role simulations that were written for and used during previous Negotiation Challenge competitions. Chapter 4 concludes this book with our advice and recommendations for potential participants of negotiation competitions to consider. We do hope that our suggestions will both improve the chances of admission for applicants and enhance their performance during the competition.

We acknowledge that there are already many great negotiation textbooks available on the market that systematically reveal important research findings about negotiation and in turn help us understand its complex nature. Based on solid research foundations, these textbooks present well-structured empirical insights, derive useful theories, and present pragmatic tools and frameworks. However, what is missing in this collection of literature is a resource that helps one apply and practice these lessons. The goal of this book is to fill this gap. As firm believers in experiential learning, we wrote this book to offer students or anyone ready to be a better negotiator an immediate opportunity to apply and reinforce their negotiation knowledge through roleplay simulations. As such, we hope that this book with its carefully selected practical exercises offers readers an opportunity to improve their negotiations skills. In turn, we hope it helps them to negotiate smarter agreements and, even if a little at a time, make our world a better more peaceful place.


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