TIPPS vom Profi: Vermeide DAS beim Verhandeln // Prof. Dr. Jack Nasher

Summary

This video features a speaker discussing key negotiation techniques and the importance of non-verbal communication in effective negotiations. Highlighting cultural differences in emotional expression, the speaker emphasizes the need to shift focus from the other party's offers to one's own counteroffers, promoting confidence in presenting alternatives. They advocate for practical training to hone these skills, inviting viewers to join negotiation workshops for deeper learning. The session closes with an encouragement to engage with further resources available on their platform, "Gedankentanken," aimed at personal and professional development.

Takeaways

• 😀 Understanding cultural differences is crucial in negotiations, as reactions vary significantly across cultures.
• 🤔 The 'flinching' technique can be an effective way to respond to initial offers in negotiations.
• 📉 Avoid repeating the other party's price; instead, focus on presenting your own value proposition.
• 💬 Using phrases like 'it's not good enough' can help redirect the conversation toward your desired outcomes.
• 📅 Practical experience in negotiation is essential; theory alone is not enough to master the art.
• 👥 Personal development training, like negotiation workshops, can enhance your skills and confidence.
• 🎯 Successful negotiation involves not just talking but also listening and understanding the other party's needs.
• 📊 It's important to establish your own numbers and positions in a negotiation rather than solely reacting to others.
• 🧠 Developing a growth mindset is vital for personal and professional success.
• 📢 Engage with platforms like 'GedankenTanken' for resources on personal development and success strategies.

Q & A

What cultural differences in negotiation styles are mentioned in the transcript?

The speaker notes that different nationalities express emotions differently during negotiations, such as Scandinavians who might react calmly, while Italians might be more animated, even rolling on the floor.

What is the significance of the 'flinch' in negotiation?

The 'flinch' is a reaction that can be used strategically in negotiations to signal surprise or discomfort with an offer, influencing the other party's perception and response.

How should one respond after executing a flinch during a negotiation?

After a flinch, it's crucial not to repeat the opponent's offer. Instead, one should pivot the discussion to their own desired terms to maintain control of the negotiation.

What example does the speaker give to illustrate a negotiation scenario?

The speaker recounts a personal experience where they asked for the price of a watch at a trade fair in Munich, demonstrating the use of a flinch and how to redirect the conversation to their own price expectation.

What common negotiation mistake does the speaker warn against?

The speaker warns against repeating the other party's number, advising instead to discard it and focus on one's own valuation or expectations.

What key phrase does the speaker mention learning from Henry Kissinger?

The speaker refers to Kissinger's phrase, 'ne is not good enough,' which emphasizes the importance of asserting one’s own perspective in negotiations rather than settling for inadequate terms.

Why does the speaker emphasize the need for practice in negotiation skills?

The speaker highlights that while talking about negotiation techniques is beneficial, actual practice is essential for mastering these skills and applying them effectively in real situations.

What invitation does the speaker extend at the end of the transcript?

The speaker invites the audience to participate in negotiation training sessions to learn more and practice these strategies, along with exploring offerings from 'GedankenTanken.'

What resources does 'GedankenTanken' provide for personal development?

GedankenTanken offers seminars focused on personal development, success strategies for professional and private life, and opportunities to engage with experts in the field.

What does the speaker suggest about engaging with the audience beyond the video?

The speaker encourages viewers to leave comments about their thoughts on the content, subscribe to the channel, and explore additional videos related to personal development.