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The Sporting Rules Of Negotiations
By Eric Garner
If you want to succeed at negotiations, you need to understand that negotiations are like a game. And, just like any game, the prizes go to the side that understands the rules and plays better. Here are 8 rules taken from the game of squash that can be applied to the game of negotiations.
Rule 1: Get Fit. Good negotiating is an art that is learned from experience. Like any game, the more matches you play, the fitter you get. Fortunately, you can practise negotiations in everyday situations, from booking a holiday to buying a car, to ordering a meal. And then you should let your experience be your teacher.
Rule 2: Seek An Advantage. All games are defined as interplays in which one side seeks an advantage over the other. It's the same with negotiations. Every move you make should be aimed at securing an advantage over the other side.
Rule 3: Follow the Ball. In squash, it is what happens to the ball that matters not what happens to the player. In the same way, in negotiations, it is the issues that are important not the personalities. Your opponents may try to use every trick in the book to unsettle you. They may flatter you, charm you, cajole you, ridicule you, threaten you, reward you, belittle you, sweet-talk you. All of this is to get you to budge on the issues and concede to what they want. Keep your eye on the ball and don't give ground.
Rule 4: Cover The Ground. The best squash players are the most versatile ones. They can serve, block, defend, attack, rally, wait their turn, go for a winner. The same is true of top negotiators. They have a repertoire of arguments, tactics, gambits and positions; they
Our articles continue...
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Zertifikat "Interkultureller Mediator" »28.11.2012« Ausbildung zum interkulturellen Mediator - Der Zertifikatslehrgang "Interkultureller Mediator" ist eine wissenschaftlich fundierte Weiterbildung.
Nach der 1,5-j?hrigen Ausbildung, die 14 intensive Pr?senzworkshops mit 3 E-Learning-Modulen verbindet, sind Sie qualifiziert zu eigenst?ndiger T?tigkeit als interkultureller Mediator.
Die ...Mediationsausbildung f?r Juristen/innen »14.09.2012« Praxisorientierte Grundausbildung in Mediation - Individuelle anwaltsspezifische Ausbildung in Mediation nach den vom Mediationsgesetz empfohlenen Richtlinien. Kleine Gruppe, zertifizierte Lehrtrainerin, die selbst auch RAin ist, 120 Zeitstunden, 5 Module, Kosten: 2.500.- ? zzgl. USt. Diverse Rabatte beachten! ...Silvester Qigong am Bodensee » 28.12.2012« QIGONG in den Weihnachtsferien:
DIE ACHT BROKATE - Das Gesundheitshotel Haus Sonnenstein bietet Qigong Tage f?r Einsteiger - in sch?ner Atmosph?re. Sie entspannen sich bei
fachkundig und meditativ angeleiteten K?rper?bungen:
t?glich ca. 2,5 Stunden Qigong und Meditation.
Gemeinsamer Silvesterabend.
28.12.2012 bis 2. Januar 2013 ...Kr?uterwoche in Frankreich »2.06.12- 9.06.12« Natur-Kr?uter-Woche - Wildkr?uter suchen, kochen, wandern,,Leckeres essen, am Wasser meditieren, schwimmen, Feuer machen, Sterne gucken. N?heres unter: seminarhaus-laforge.eu (Kurse) ...Konflikte erkennen und managen »30. - 31.08.2012« - Schwelende Konflikte kosten Zeit und Energie. Ressourcen, die dem Unternehmen dann nicht zur Verf?gung stehen.
Damit F?hrungskr?fte und MitarbeiterInnen ihre ganze Kraft ungehindert dem Unternehmen bereitstellen k?nnen, ist die effiziente Handhabung von Konflikten erforderlich. Das Training zeigt Wege und die erforderlichen praktischen ...Satsang »27.10.2012 -28.10.2012« in Stille beisammen sitzen - mit dem Meister - Heilung, Erkennen und Klarheit in sich finden ...Mediation, Supervision, Coaching »16.01.2012 - 14.09.2012« - Grundlagen der Mediation
Supervision
Coaching
Rechtsgrundlagen
Personal- und Organisationsentwicklung
Existenzgr?ndung
Kommunikation
Praxisorientierte Fallbeispiele
ERSTELLEN EINES EIGENEN BERATERKONZEPTES
Diese Ma?nahme f?hren wir zum 10ten Mal mit einer Vermittlungsquote bis zu 90% durch.
Vollzeit inkl. Praktikum ...STILLE & EINFACH SEIN in der W?STE SINAI »10.-24.11.11/8.-22.3.12/25.10.-8.11.12« DIE DIMENSION DER STILLE ERFAHREN - Einfach Sein in der tiefen Stille der W?ste. Unser Basislager ist ein Beduinenzelt, wo wir uns morgens und abends um das Feuer treffen. Tags?ber geht jeder alleine seine Wege, ist mit der W?ste, der Stille, dem Wind und den endlos weiten blauen Himmel alleine. Sitzen, gehen, stehen, liegen, staunen, einfach SEIN, ...Wissenschaftliche Weiterbildung Wirtschaftsmediation »14.09.2012« - Die Weiterbildung umfasst:
- die vorbereitende Auseinandersetzung mit den theoretischen Grundlagen der Mediation. Diese werden ?berwiegend in Selbstlernphasen durch Studierskripte vermittelt.
- In 5 Pr?senzveranstaltungen wird die eigentliche Mediationskompetenz entwickelt und ausgestaltet. Sie dienen der Ein?bung spezifischer Einstellungen ...Aufbaukurs "Mediation und Konfliktschlichtung ? »Sept. 2012 - April 2013« Aufbaukurs "Mediation und Konfliktschlichtung? - Das Steinberg Institut f?r Mediation und Konfliktmanagement (SIMK) bietet gemeinsam mit der Waage Hannover e.V. und der FH Hannover /ZWT einen neuen Aufbaukurs "Mediation" an. Die Ausbildung wird in 7 Seminarbl?cken sowie Supervision und Intervision mit einem Gesamtumfang von insg. 100 Std. von Sept. ...
can move forwards, backwards and sideways at will; and they never find themselves trapped in a corner or short of a creative solution out of an impasse. Rule 5: Think Ahead. The skilful in all sports are those who are able to think ahead and see possibilities. The same kind of anticipation is valuable in negotiations. Before you make a proposal to the other side, anticipate how they are likely to react and be ready with your answer. When you think ahead, you give the impression of being on top. Rule 6: Don't Relax. There is just a brief moment after you play a good shot in squash when you become vulnerable. You allow yourself a congratulatory smile for being on top. This is when you can let down your guard. It's the same in negotiations. Don't relax; don't rest on your laurels; don't think you've won; don't feel pleased with yourself; don't look back. You have a job to finish, so toughen up. Rule 7: Think It Through. Every shot you make in squash should be made mentally before you make it physically. Do the same in negotiations. Whenever you make a proposal or reply to one, think it through: * don't dismiss a proposal from the other side out of hand or simply because you distrust them: think it through * don't give instant or off-the-cuff responses: think it through * don't talk on behalf of your colleagues, they may have ideas you hadn't thought about. Adjourn and think it through. Rule 8: Stay In Crouch. The "crouch" position is squash is the ready position. You should start in crouch and stay in crouch until the match is won. The equivalent position in negotiations is the "tough" position. The opposition will try to weaken your position by every trick: mentally, emotionally, and physically. Aim to stay tough. Practise these rules until they are second nature to you, and you'll not only win at squash, you'll also be a top negotiator. Article Source: http://www.articlemap.com (c) Eric Garner, ManageTrainLearn.comFor instant solutions to all your management training needs, visit ManageTrainLearn and download amazing FREE training software. And while you're there, make sure you try out our prize quiz, get your surprise bonus gift, and subscribe to our fortnightly newsletter. Go and get the ManageTrainLearn experience now!
Here are some more mediation articles...
Smaller Businesses & The Executive Interim
By JHadley
It would be appropriate to assume that the management challenges faced by both the smalleer and medium-sized companies (SME's ) would differ from those faced by larger organisations. It is Read more...
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Debt Negotiation Skills
By Ken Charnly
Debt negotiation is the process of striking a deal with your creditor so that you can pay a reduced portion of the outstanding balance to stratify your debt or to extend the period of repayment. Read more...
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The New Bankruptcy Law -- How Will It Affect Debt Negotiation?
By Charles Phelan, Fri Dec 9th
In April 2005, Congress made sweeping changes in U.S. bankruptcylaw that will go into effect on October 17, 2005. It's calledthe "Bankruptcy Abuse Prevention and Consumer Protection Act of2005," Read more...
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Copyright 2006 Sharron PhillipsIt took me years to acknowledge that I was a People Pleaser. I am shifting away from that pattern of behavior and find great relief and satisfaction in the Read more...
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Zertifikat "Interkultureller Mediator" »28.11.2012«
Ausbildung zum interkulturellen Mediator - Der Zertifikatslehrgang "Interkultureller Mediator" ist eine wissenschaftlich fundierte Weiterbildung.
Nach der 1,5-j?hrigen Ausbildung, die 14 intensive Pr?senzworkshops mit 3 E-Learning-Modulen verbindet, sind Sie qualifiziert zu eigenst?ndiger T?tigkeit als interkultureller Mediator.
Die ...Mediationsausbildung f?r Juristen/innen »14.09.2012«
Praxisorientierte Grundausbildung in Mediation - Individuelle anwaltsspezifische Ausbildung in Mediation nach den vom Mediationsgesetz empfohlenen Richtlinien. Kleine Gruppe, zertifizierte Lehrtrainerin, die selbst auch RAin ist, 120 Zeitstunden, 5 Module, Kosten: 2.500.- ? zzgl. USt. Diverse Rabatte beachten! ...Silvester Qigong am Bodensee » 28.12.2012«
QIGONG in den Weihnachtsferien:
DIE ACHT BROKATE - Das Gesundheitshotel Haus Sonnenstein bietet Qigong Tage f?r Einsteiger - in sch?ner Atmosph?re. Sie entspannen sich bei
fachkundig und meditativ angeleiteten K?rper?bungen:
t?glich ca. 2,5 Stunden Qigong und Meditation.
Gemeinsamer Silvesterabend.
28.12.2012 bis 2. Januar 2013 ...Kr?uterwoche in Frankreich »2.06.12- 9.06.12«
Natur-Kr?uter-Woche - Wildkr?uter suchen, kochen, wandern,,Leckeres essen, am Wasser meditieren, schwimmen, Feuer machen, Sterne gucken. N?heres unter: seminarhaus-laforge.eu (Kurse) ...Konflikte erkennen und managen »30. - 31.08.2012«
- Schwelende Konflikte kosten Zeit und Energie. Ressourcen, die dem Unternehmen dann nicht zur Verf?gung stehen.
Damit F?hrungskr?fte und MitarbeiterInnen ihre ganze Kraft ungehindert dem Unternehmen bereitstellen k?nnen, ist die effiziente Handhabung von Konflikten erforderlich. Das Training zeigt Wege und die erforderlichen praktischen ...Satsang »27.10.2012 -28.10.2012«
in Stille beisammen sitzen - mit dem Meister - Heilung, Erkennen und Klarheit in sich finden ...Mediation, Supervision, Coaching »16.01.2012 - 14.09.2012«
- Grundlagen der Mediation
Supervision
Coaching
Rechtsgrundlagen
Personal- und Organisationsentwicklung
Existenzgr?ndung
Kommunikation
Praxisorientierte Fallbeispiele
ERSTELLEN EINES EIGENEN BERATERKONZEPTES
Diese Ma?nahme f?hren wir zum 10ten Mal mit einer Vermittlungsquote bis zu 90% durch.
Vollzeit inkl. Praktikum ...STILLE & EINFACH SEIN in der W?STE SINAI »10.-24.11.11/8.-22.3.12/25.10.-8.11.12«
DIE DIMENSION DER STILLE ERFAHREN - Einfach Sein in der tiefen Stille der W?ste. Unser Basislager ist ein Beduinenzelt, wo wir uns morgens und abends um das Feuer treffen. Tags?ber geht jeder alleine seine Wege, ist mit der W?ste, der Stille, dem Wind und den endlos weiten blauen Himmel alleine. Sitzen, gehen, stehen, liegen, staunen, einfach SEIN, ...Wissenschaftliche Weiterbildung Wirtschaftsmediation »14.09.2012«
- Die Weiterbildung umfasst:
- die vorbereitende Auseinandersetzung mit den theoretischen Grundlagen der Mediation. Diese werden ?berwiegend in Selbstlernphasen durch Studierskripte vermittelt.
- In 5 Pr?senzveranstaltungen wird die eigentliche Mediationskompetenz entwickelt und ausgestaltet. Sie dienen der Ein?bung spezifischer Einstellungen ...Aufbaukurs "Mediation und Konfliktschlichtung ? »Sept. 2012 - April 2013«
Aufbaukurs "Mediation und Konfliktschlichtung? - Das Steinberg Institut f?r Mediation und Konfliktmanagement (SIMK) bietet gemeinsam mit der Waage Hannover e.V. und der FH Hannover /ZWT einen neuen Aufbaukurs "Mediation" an. Die Ausbildung wird in 7 Seminarbl?cken sowie Supervision und Intervision mit einem Gesamtumfang von insg. 100 Std. von Sept. ...
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the act of intervening for the purpose of bringing about a settlement
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