The negotiator's blog

  • How do you judge the effectiveness of a negotiation method?

    How do you judge the effectiveness of a negotiation method?

    –

    By Vincent Reille & Michel Ghazal Every transaction has a cost. Before even starting to negotiate, the "reasoned negotiator" is encouraged to think about and prepare a solution in case the negotiation fails. This is what we call the Best Alternative to a Negotiated Agreement, or BATNA.

  • Pension reform: the test of strength is on

    Pension reform: the test of strength is on

    –

    Par Michel Ghazal Qu’il s’agisse de la CGT, de Sud ou de l’Unsa à la SNCF ou bien des 3 syndicats représentatifs à la RATP (UNSA, CGT et CGC), tous sont vent debout pour faire reculer le gouvernement sur son projet de réforme des retraites. Quand bien même tout le monde est d’accord sur le…

  • The importance of setting an objective in your negotiations

    The importance of setting an objective in your negotiations

    –

    Par Michel Ghazal S’il est indispensable de fixer un objectif pour ses négociations, êtes-vous sûr de le faire sans risquer le blocage ?

  • Are you a victim of decision bias in negotiation?

    Are you a victim of decision bias in negotiation?

    –

    By Nicole Spitaleri, Consultant-coach How are our choices, which we think are free, conditioned and biased? How can the functioning of the two hemispheres of our brain be unbalanced and unknowingly impact the way we negotiate?

  • Why do we need to avoid hasty judgements?

    Why do we need to avoid hasty judgements?

    –

    By Michel Ghazal The more certain we are of our facts, the more the matter will seem to us to be settled, and the more difficult it will be to accept that we should momentarily put our judgement on hold and defer it. To achieve this, we need to negotiate with that inner voice that keeps telling us that we are right and that we should be right...

  • Why do most negotiations descend into a war of positions?

    Why do most negotiations descend into a war of positions?

    –

    Par Michel Ghazal La guerre des tranchées sont malheureusement le lot quotidien de bien de négociations. Grâce à la Stratégie des Gains Mutuels, le négociateur dispose d’outils concrets pour éviter d’y rentrer et aider son vis-à-vis à en sortir.

  • Compromise or creative arrangement?

    Compromise or creative arrangement?

    –

    Interview with Michel Ghazal by Revue Négociations "The very essence of compromise:a situation that satisfies no one, but gives everyone the impression of knowing that the others were just as badly off as they were". Trevanian in Shibumi

  • Why is it vital to prepare well for negotiations?

    Why is it vital to prepare well for negotiations?

    –

    Par Michel Ghazal Toujours être prêt à négocier mais ne jamais négocier sans être prêt. Si beaucoup de négociateurs savent qu’une des clés du succès réside dans la préparation, il n’est pas certain qu’ils savent exactement en quoi elle consiste. Le risque couru alors est de bloquer plutôt que de faciliter leurs négociations.

  • Negotiation, the art of living with others

    Negotiation, the art of living with others

    –

    Interview with Michel Ghazal by Violaine Gelly, Revue Psychologie. Negotiating isn't just about sitting around a table to discuss a problem. It's about trying, every day, to reach agreements with those around you," explains Michel Ghazal.

  • Improve your negotiation skills by attending our training courses

    Improve your negotiation skills by attending our training courses

    –

    4 training modules from September to January for better negotiation