The Negotiator's Toolbox

Winning Strategies for Corporate Buyers and Small Businesses

Have you ever wondered how to get into the head of your negotiation partner? How to increase the chance for the other side to accept your arguments? Play to their motivations, fears, and emotions? Detect lies and deceit? Win against the odds? The Negotiator’s Toolbox helps you with all of that, using lots of examples, anecdotes, and case studies. Have a look at the main topics and then order the book in print, as an eBook or Audiobook!

The Free Child and other Playmates

In Germany we have a saying, that loosely translates into this: As you shout into the woods, so it echoes out. It means for communication that for every action there will be a reaction. We do not communicate in a vacuum.

In the 1950s the Canadian psychiatrist Eric Berne created a highly influential model that helps explain the impact of personality shares in the context of communication. He called that model transactional analysis. The basic question of communication is what happens when two people interact verbally?

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