Entries by Ralf

Negotiation & The Second Law of Thermodynamics: A Fresh Perspective

Have you ever thought about how the Second Law of Thermodynamics applies to our negotiations as well? I recently came across a fascinating blog article by German psychologist Roland Kopp-Wichmann, titled “Man, Woman, Relationships – and the Second Law of Thermodynamics”. The article uses this law – the principle that everything tends to get worse […]

The Objective Value of the 4 Subjective Values

In negotiations, the concept of value often takes center stage. Traditionally, this value is viewed in objective terms – the tangible benefits and outcomes that one or both parties gain from the negotiation. However, a deeper dive into the art of negotiation reveals a more nuanced perspective, one that recognizes the importance of subjective values. […]

The “Power of Simplicity” in Impact Negotiation: A Game-Changer also in Conflict Resolution

In the realm of impact negotiation, a principle that often goes unnoticed, yet holds unsurpassable wisdom, is the Principle of Simplicity. This concept, inspired by Danie Beaulieu’s techniques and Leonardo Da Vinci’s timeless wisdom, asserts that “Simplicity is the ultimate sophistication.” It is the genius of distilling complexity into something tangible and comprehensible. In today’s […]

Cialdini’s Principles of Influence: Still a Modern Lens on Negotiation?

In the world of negotiation, understanding human behaviour is critical. Robert Cialdini, a prominent social psychologist, identified six principles of influence that can play a crucial role in these scenarios. These principles – reciprocity, commitment (or consistency), social proof, liking, authority, and scarcity – have evolved in their application in today’s interconnected society. Reciprocity is […]

What do magic tricks, Sigmund Freud and conference calls have in common?

They’ve all influenced the negotiation strategies of Program on Negotiation faculty member Daniel L. Shapiro, Ph.D. Here’s a bit Q&A with Professor Shapiro, an Associate Professor of Psychology at Harvard Medical School/McLean Hospital, founder and director of the Harvard International Negotiation Program and author of Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged […]

About “Investigative Negotiation”

The article “Investigative Negotiation” from Harvard Business Review presents a comprehensive approach to negotiation, emphasizing the importance of understanding the other party’s perspective. Here are the key concepts: The article also provides several examples to illustrate these principles, emphasizing the importance of asking questions, mitigating the other party’s constraints, interpreting demands as opportunities, creating common […]

The Power of SMARTnership: Transforming Negotiations into Win-Win Opportunities

In the world of business, negotiation is a critical important skill. It’s the art and comprehensive science of reaching an agreement through dialogue, where both parties involved have their interests at stake. Traditional negotiation methods often revolve around a zero-sum game, where one party’s gain is the other party’s loss. However, Keld Jensen’s SMARTnership approach […]