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Archive for the 'Negotiations' Category

Management by Delegation

Competencies and responsibility are passed on to an employee. How much, depends on the task and the abilities of the employee to handle the task. Properly done the employee will be able to make decisions.

Especially micro-managers feel threatened by it.

Do you?



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verbal Judo

“What are the key principles of Verbal Judo?

The key to successfully managing confrontation is to stay calm and redirect the negative behavior. Verbal Judo uses empathy, allowing an individual to sympathize with an attacker’s feelings while not necessarily agreeing to their demands. This is accomplished by moving the conversation away from those demands and focusing on the process that created the anger in the first place. Verbal Judo allows everyone to save face, and often yields a deeper understanding of the issues that create tension. and unhappiness.”


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management styles

A person’s leadership style describes how that person leads; and how she interacts with employees.

There are three main features used to describe the different styles:
  • Business skills
  • People skills
  • Communication skills



The combination of those skills and how they are used lead to the definition of the leadership style. Obviously there is not one single style used by a leader in any given situation. The skills needed change with the task at hand.

A leader will consider changing tasks, qualifications and motivations of employees as well as the requirements set by policies and the corporate culture.


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Negotiate to Win

Negotiating is a learned skill. No one is born a skilled negotiator. You may have the looks, personality, tenacity etc, but the skill of negotiating is learned.


Do you agree?

Or do you think that we are all born as negotiators.

But unlearn some of the natural skills by the way we grow up?


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Why I was silent…

Some of you already know that I have just finished writing a book about negotiations. Together with Coleen Davis.

Writing the book basically got the rest of my life got to a squeaking halt. :)

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step by step negotiations

Step 1
  • Take the time to get to know the other party.
  • Ensure that they actually are the ones who can sign the contract.
  • Set your goals.
  • Start the talk neutral, stay open and be friendly.



Step 2
  • Be positive to create an atmosphere of team work.
  • Listen.
  • Talk openly about your goals and needs.



Step 3
Usually the discussion of the whole. Prepare your topics and your tactic! Ensure that you discuss everything to avoid later complications.

Step 4
Be prepared for a rough time. Churchill ones said that a compromise is the art of sharing a cake in a way that everyone thinks they got the biggest piece of it. Step 4 is all about modifying the conflicts to enable both parties to reach their goals.

Step 5
The other party will make their offer. Repeat it! That buys you some time and you force the other party to be clearer.
Step 6
Finalizing of the contract! Make sure both parties work together on it and sign it!

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