Category: Negotiation

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 “Toward a Process model of First Offers and Anchoring in Negotiations” has been accepted for publication in Negotiation and Conflict Management Research!

In our paper, we analyzed 119 articles 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.

Many thanks to Wolfram Lipp, who headed this project and to Peter Kesting, my old partner in crime!

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

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

International Negotiation Competition for Professionals

We are delighted to announce that we are launching our new TNC initiative: an international negotiation competition for 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.

For more details, please visit: https://professionals.thenegotiationchallenge.org.

HHL Expert Talk: How to Become a Great Negotiator – Intuition, Research and Practice

In the modern, interconnected network economy, negotiation has become one of the most important skills of successful managers and entrepreneurs. HHL has been one of the pioneers in this field in Germany, offering negotiation courses for almost 20 years of its modern history.

Our passion for theory and practice of negotiation culminated in launching The Negotiation Challenge, which has become a major international negotiation competition for students and practitioners in the world.

Yet, despite four decades of extensive research, the most fundamental questions in the field remain largely open. How can we systematically capture and compare the negotiators’ performance? What are the characteristics of great negotiators? Finally, and most importantly: How can we become great negotiators ourselves? The answers to these questions can help us design better negotiation courses and offer fairer negotiation competitions.

In our expert talk on Wednesday, June 24, 2020 at 6:30–7:30 PM, we will contrast our intuitive answer to these questions with the first research results and discuss how to apply these insights in practice.

Register now

 

Source: HHL Expert Talk: How to Become a Great Negotiator – Intuition, Research and Practice – HHL Leipzig Graduate School of Management