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.