Feature articles

Become a well-informed negotiator and achieve your goals with the European Negotiation Centre's training programme. Many professional and personal situations involve negotiation. It's an expertise that you can learn and develop, day after day, thanks to the European Negotiation Centre.

Anyone interested in social negotiations and the conflicts that may arise during the predicted 'social spring' should take a look at what has just happened in Australia between the government, the media and 'Big Tech', alias GAFAM in French, and first and foremost...

By Michel Ghazal. In both simple and complex negotiations, the objective of the negotiator is to be inventive in finding acceptable and workable solutions to the problem at hand.

By Michel Ghazal. Among the dozen or so biases in negotiation, there is one that I consider particularly problematic: overestimating one's self-confidence.

By Michel Ghazal It is now accepted that the ability to negotiate is a key skill to be mastered in both professional and private life. It is no longer considered, as it was for a long time, to be the preserve of diplomats or specialists gifted and/or endowed with the necessary skills...

By Michel Ghazal In these times of economic crisis, which in many sectors is leading to a relative wait-and-see attitude to decision-making, sales managers are tending to increase the internal pressure on their teams.

By Michel Ghazal The evidence of the "Interest-based Negotiation" approach, which at the European Negotiation Centre we call the "Mutual Gains Strategy", is obvious, but putting it into practice comes up against obstacles that are not easy to overcome.

By Philippe Etienne, Consultant trainer The classic or adversarial negotiator, the one who likens negotiation to a game of poker, is consistent with his vision of negotiation: he plays "poker face". I'm happy, I don't show anything, because you never know, maybe I'll be able to "scratch" a bit more.

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.

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?