Negotiations. Conflict. Be Prepared.
Resources for Your Negotiations
Curated insights from our negotiation practice to read, apply and share.
Reading
Our Books.
How to negotiate with stupid people
What should you do when the other side appears irrational, ignores the facts or seems to act against its own interests? This book explains why “difficult” negotiation counterparts usually follow a logic of their own, and how to understand that logic instead of becoming frustrated by it.
View on Amazon
Procurement Excellence
A practical guide to professional procurement negotiations, covering preparation, power analysis and negotiation strategies for procurement organisations.
View on AmazonPodcasts
In conversation.
Selected podcast appearances on negotiation, culture and conflict.
Tools
Tools for your negotiation practice.
ToolNegotiating by Email
A practical guide for negotiation situations where face-to-face communication is not possible. This resource shows you how to communicate with precision, avoid misunderstandings, handle difficult messages and influence negotiations effectively through written communication.
Download tool (PDF, German) →
ToolStakeholder Map
The Stakeholder Map reveals who influences a negotiation directly or indirectly. It helps you capture decision-making roles, dependencies, coalitions, conflicts and information asymmetries in a structured way and derive a targeted stakeholder strategy.
Download tool (PDF, German) →
ToolAlternatives Analysis
The Alternatives Analysis helps you assess how dependent each party is on reaching an agreement. By systematically evaluating both your own alternatives and those of the other side, you gain early insight into leverage, risks and the strategic options available to you.
Download tool (PDF, German) →In the press
Our publications.
Selected articles and publications in professional journals, industry media and leading national publications.
Expert articles
Current perspectives on negotiation and conflict.
Drawing on our advisory and training experience, we share concise, practical insights into negotiation strategy, tactics, leadership and conflict resolution.
Artificial IntelligenceAI in Negotiation Preparation: Where It Helps and Where It Doesn't
The question is no longer whether AI should play a role in negotiation. For most organisations, it already does. The real question is where it creates value and where relying on it creates risk.
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MethodWhy Your BATNA Determines the Outcome Before the Negotiation Begins
Most negotiators know the term. Very few have defined, evaluated and deliberately strengthened their BATNA before they walk into the room.
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Procurement & SalesWhy the Best Price Negotiations Are Rarely About Price Alone
Rising costs, tighter margins and growing commercial pressure tempt many negotiators into the same pattern: start with the price, defend firmly, concede in small increments.
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InterculturalIntercultural Negotiations: The Biggest Mistakes Rarely Have Anything to Do with Culture Alone
The most expensive misunderstandings in international negotiations are rarely caused by bad intentions. Both sides believe they are negotiating the same issue, while following two very different scripts.
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Conflict ManagementThe Cost of Conflict: Why the Most Expensive Number Is Rarely Discussed
The cost of engaging external advisors is usually negotiated. The cost of the conflict that made the engagement necessary rarely is. Yet that second figure is almost always the larger one.
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TacticsUltimatums, Silence and Deadlines: Staying Composed Under Pressure
An ultimatum at the negotiation table triggers the same instinct in many people: offer something quickly so the tension disappears. That instinct is exactly what the tactic is designed to exploit.
Read article →Interested in applying these insights to your own negotiation?
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