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!
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!
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.
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!
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
If you work in sales or procurement, grow business for a large corporation or build your own startup, advise your clients on M&A transactions, consult them on strategy, operations, or help them resolve legal disputes, register on our website and compete with some of the world’s best negotiators for the title of The Great Negotiator 2020!
The Negotiation Challenge is open to all participants around the world, their negotiation performance is judged based on scientifically derived criteria, which are transparent and clearly communicated in advance. These factors in combination with the competitive character of the event, make it a prototype of the World Championship in Negotiation.
This article will start with a truism frequently found on the first pages of many negotiation books and papers: we are all negotiators. We do it with different frequency and intensity but we all negotiate.