All good things must end!
I am still available for negotiations and coaching but no longer for trainings. My new email is peterfrensdorf@outlook.com. This site will no longer be active. Thanks everyone for your support and interest. Note that my intellectial property rights are still intact.
QUESTION:
How does Ukraine negotiate with a liar?
Well, the straight answer is, "you don't!" Why negotiate knowing that the other party will not abide by whatever solution you negotiated? But it may be more complicated than that. While the negotiation itself is fruitless from the start, the meeting of two parties can - under the label nEGOtitation - have other purposes.
- Gaining information. One must entertain great insight to obtain anything from liars but it is far from impossible. Speaking is so much more than words, once you know what to look for. It is often possible to gain valuable intelligence from persons that fail to speak the truth.
- Passing a false image. The game is to print illusions or halftruths back to them. However IF the person sitting across from you has zero influence or knowledge, I guess it is time to walk away. Or does pretending to keep dialogue going in itself carry some value? And if so, which sides benefits from pretending?
- Walking away is not always a loss. Meeting people without the power to make firm decisions is worse than wasting your time. You, having mandate, are seeking variables and solutions while the other party has zero power, the risk is that while you have been showing your true colors, and they showed nothing.
Practical Business Psychology
Trading emotions for results
Who slapped who?
Will Smith, in a world troubled by Covid, on top of a European war made headlines during a faded event that fewer and fewer want to watch. Next year, we will all be sitting upwards to see if the World Westling Federation joined the Oscars for real. Having been part of the boxing environment for over twenty years, the whole scene seemed a bit fake to me. When the bad joke dropped heavily on the floor, Will Smith was actually one of the few laughing- until he noticed that his wife didn't. Then the famous smack. Smith is a big guy, playing Ali once must have giving him a few moves. He walked straight up to Chris Rock and the camera angle seemed rather suspicious to me. It looked really like a movie blow and getting hit in the face would make a sound, as well as leave a mark. I noticed neither. One could imagine that Chris Rock isn't used to being hit with anything but booing. But he just seemed more surprised than hurt.
So was it Chris Rock or the viewers that were getting smacked? Today is April 1st. I expected to be let into the joke by now. But no. So I guess I was wrong and this really happened. April Fools Day make no longer sense in a world as crazy as this one in 2022.
Peter Frensdorf
Okay isn't good enough
Every business needs to be on top when it comes to negotiation and communication. Whether you buy or sell products or services, my NegoLogical methods can help you to reach better outcome.
Use NegoLogical Braining
It is never too early to maximize your company's bottom line performance. I will bring many new techniques to the negotiation table in order to read opponents and lead them to make the decision that favors our position.
"A negotiation is an interaction where each party has something the other wants."
"Values are not established or there is desire for change. Both have mandate to deal and seek variables, aspects that have more value for one party than for the other."
Peter Frensdorf
Peer acknowledgements
Verner Worm
Professor Copenhagen Business School
"Regarding his speciality of behavioral economics and practical negotiation psychology, I view Peter as one of the few true innovators in the world."
Professor University of Applied Sciences Northwestern Switzerland
"Enthralling, absolutely plausible and comprehensible! I am convinced that Negologic is a great asset for practitioners"
Review Growbizz training Copenhagen Denmark
Hvilken forhandlertype er du?
Er du til facts & figures? Er du manipulator? Er du win win typen? Du må kun vælge én! Således skød Peter Frensdorf, professionel forhandler, festen i gang for deltagerne i den fjerde workshop i internationaliseringsforløbet Growbiz.Informeret om, at facts & figures-typen, kun fanger et perspektiv, at manipulatoren har en tendens til at irritere folk, og at win win-typen kommer med indrømmelser i bestræbelsen på, at alle parter føler sig som vindere - ja så var det jo ikke helt nemt at skulle vælge én. Flere deltagere forsøgte at smyge sig udenom, med lidt af det ene og lidt af det andet, men Peter Frensdorf stod fast. Én forhandlertype til hver deltager!
Denne lille indledende øvelse tjente det primære formål at illustrere forhandlingens natur og kompleksitet. Ifølge dagens oplægsholder, så er forhandlinger nemlig under forandring. Peter Frensdorf er professionel forhandler og hyres af virksomheder til at forestå vanskelige forhandlinger. Derudover er han mangeårig underviser i forhandlingsteknik, bl.a. på MBA-uddannelser.
A negotiation is interaction with (commercial) implications where both/each party has something the other wants/needs.
Values are not established or one side (or both) desires change.
Both show they are willing to and able to deal.
Forhandlinger foregår med andre ord hele tiden i vores daglige liv: Med kollegaer, ægtefælden, naboen og børnene. Men den særlige forhandling med parentesen (commercial) var naturligvis i fokus på Growbiz seminaret. For hvordan er det lige, man som dansk IT-virksomhed forbereder sig til et internationalt kundemøde, hvor succeskriteriet er en salgsordre?
Baseret på erfaringer og forskning opfordrede Peter Frensdorf deltagerne til i langt højere grad at fokusere på de følelsesmæssige aspekter af en forhandling og arbejde med dem - både egne og andres følelsesmæssige reaktioner. Så opnår du nemlig som forhandler en position, hvor win win-tilgangen kan lykkes.
Hvordan træner man lige sine følelser? Det er selvsagt en længere rejse, men her er et par af Peters råd:
Kend dine egne svagheder - fx hvornår løber dit temperament af med dig? Hvad gør dig ked af det?
Anerkend og håndter følelser - dine egne og andres
Anvend og læs nonverbal kommunikation
Anvend humor og leg til at tackle udfordringer
Gå positivt og tillidsfuldt til konflikter
Rettidig omhu og sans for detaljen
Peter introducerede også en ganske håndgribelig tjekliste for forhandlinger. En liste som deltagerne i workshoppen kan bruge i forberedelsen af de kommende landebesøg på de forhåbentlig snarlige lukrative eksportmarkeder.
Peters Frensdorfs tjekliste til forhandlinger
- Vær den første til at spotte kommercielle implikationer og muligheder. Begynd forhandlingen
- Gør dit hjemmearbejde - planlæg og forbered dig som en sportsmand
- Til forhandlingen: Optræd overbevisende, etablér dit mandat
- Vis viljen og evnen til at sige ja og nej
- Tag dig tid og giv tid til overvejelser og genovervejelser
- Observer med alle seks sanser - stol på din mavefornemmelse
- Anvend pauser i forhandlingen til at fremskaffe ny viden og information
- Anvend balanceret argumentation