Picture could not be loaded
This Month's Topic: Negotiation
Picture could not be loaded   Picture could not be loaded
Hello from the Coaching Team!   Tips on Negotiations, with FBI Negotiator Chris Voss
Picture could not be loaded   Picture could not be loaded
Five Effective Negotiation Tactics   Coach Introduction: Dr. Isabel Herbold
Picture could not be loaded   Picture could not be loaded
View the upcoming coaching dates   Contact us!
Hello from the Coaching Team
Dear Students,

You might not be given much of a choice when it comes to your internship pay, as it is usually predetermined and equal for everyone. However, when it comes to your first employment contract, negotiation skills can make a significant difference. Furthermore, following a career in management, you will often run into conflicts of interest, thus, requiring Negotiation skills to make sure you can find common ground even in situations that do not look promising at first.

In our Video of the Month, the FBI negotiator Chris Voss explains how the tone of your voice and choice in words can make a difference.

A negotiation is not a dispute or a confrontation. It is about finding common ground. In our Article of the Month, you will learn five negotiation tactics that will help you achieve better results.

We are also happy to present to you our coach, Dr. Isabel Herbold, an International Project Manager and eXebs member, who would be happy to coach you regarding your career and skills.

In these newsletters, we publish content or info that we occasionally run into that we find inspiring, but actual coaching sessions can do so much more! Visit the coaching area on MyEBS to select a coach and book an appointment or contact us. We’ll be happy to hear from you!

Warm regards,
Your Coaching Team
Back to Content
Video of the Month: Tips on Negotiations, with FBI Negotiator Chris Voss
Our brains react subconsciously to what is said during business negotiations. To succeed, it's important to choose your words carefully and be aware of the tone of your voice. Chris Voss is the author of Never Split the Difference: Negotiating as If Your Life Depended on It. How you use your voice is really important and it's really driven by context more than anything else, and your tone of voice will immediately begin to impact somebody's mood and the way their brain functions.   Picture could not be loaded
Back to Content
Five Effective Negotiation Tactics
Picture could not be loaded
According to the author and entrepreneur Jeff Haden, “a negotiation isn’t a dispute or a confrontation.” Many people consider the other person in a negotiation the enemy they need to convince of their own needs and desires. However, that is the wrong approach. “Negotiation isn’t really about competing well - negotiating is about communicating well.” And that is especially relevant when you’re negotiating your pay or asking for a raise.

Here are some tips that will help you become a better negotiator:

1. Listen more than you talk!

People tend to prepare a lot, which, by itself, is not a bad thing. However, they then also go into a negotiation very focused on what they will say. Especially when people are nervous, they tend to hold on to what they have prepared.

“The goal of a negotiation isn’t just to get what you want, but also to help the other side get what they want.” Otherwise, how can there be common ground for a deal? And in order to find that common ground, you need to listen to actually know what the other side wants.

In most situations, price is not the only thing that matters. Many factors can make up for a compromise regarding price, like a longer delivery schedule, a larger down payment, or earlier revenues, depending on the subject.

If you buy a car, the best time for that is at the end of the month, as salespeople are trying to hit their quotas. A similar rule applies in real estate, as house sales and property leases are generally weaker in winter. During this time, owners are more likely to negotiate and accept a compromise.

So what exactly would it look like? Let us say you’d like to sign a 12-month lease contract for a property, starting in March. For the owner that would mean that they will have to find another tenant next March. However, if you offer a 15-month lease, the property will be open when the next prime rental season starts, which means the owner would be more willing to accept a lower rent amount.

3. Always find the right way to frame the negotiation!

In Negotiating the Impossible, Deepak Malhotra explains how properly framing a negotiation means finding the best perspective from which to view the negotiation.
  The frame could be anything: time, quality, delivery schedule, etc.

In the owner example before, price is not the only frame. So is time. If you frame a negotiation correctly, you can make it easier to negotiate on the points that matter to you.

For example, if you want a certain service to be performed and you’re willing to wait for it, the provider may be willing to accept a lower price, since then your order can be fit better into the margins of the provider’s schedule. Or if you are going to buy a car and wait until the end of the month and then say that you would like to buy a car right away, it frames the negotiation in terms of time for the salesperson. Even better: end of the day. The salesperson will be more eager to make a deal, since most customers who leave saying they’ll be back never come back.

4. Always get when you give!

Let us assume you send a proposal to a customer and he asks for an X % discount. If you just agree, it sends a terrible message: you accept that your original price was too high and you cannot be trusted.

“Whenever you make a concession, make sure you receive something in return.” In the above case, it can be an extended delivery schedule or a larger deposit. And when it comes to negotiation, you can offer the same as a buyer. You can say that you can only afford to pay X, but would be willing to accept deliveries spaced out over the next two months, or accept a longer-term contract under these terms.

Remember that this is not a competition. You are looking for common ground by finding terms that work for both of you.

5. Always be willing to walk!

Negotiation is not always possible. If your car battery fails, but you need to drive to a client, you cannot just walk away from the store counter. But that is a practical need. Most our needs are emotional, like wanting a particular house or car, even though there are options. It is personal preference.

Never walk into a negotiation wanting this very particular item. Make certain decisions upfront: know the terms you are willing to accept, know the values of what you are getting and of what you are providing. This is what preparation is about.

“The best way to be a great negotiator is to take emotion out of the equation.” When it is objective and does not feel personal, it will not be about winning or losing. You will just calmly look for common ground, which will more likely lead to a “win”.
Original article: https://www.inc.com/jeff-haden/tk-highly-effective-negotiation-tactics-anyone-can-use.html
Back to Content
Coach Introduction: Dr. Isabel Herbold
Picture could not be loaded
Dr. Isabel Herbold studied Business Administration and graduated from European Business School in 1998. In 2002, she finalized her PhD and is now eXebs member.

Isabel has been developing her own business for several years as an International Project Manager and is closely connected to the beauty industry. She started in 2002 as Junior Product Manager at Estee Lauder Companies, Division Clinique in Munich and made her way up in Marketing. In 2004, she left Estee Lauder Companies to start her own business. In 2005, Clinique brought her back as an Interim Marketing Troubleshooter and she started on the International Clinique business side.
  In the next years, up to 2010, she was Marketing Manager Ad Interim in Switzerland, Austria, Russia, the Middle East and Germany. She also trained/ coached new Marketing Managers at Clinique.

Since 2010, Isabel works as a Freelance Project Manager for Estee Lauder Companies, Division Clinique EMEA. She oversees several projects like the Skin Consultation app, eLearning app and Virtual Reality and is part of Marketing and Education EMEA, coordinating all Clinique iPads and their contents with her local counterparts in the affiliates.

As of today, she is also starting a lectureship at DHBW and oversees project works of students.

She acquired her German Project Management diploma in 2016 with TH Deggendorf and successfully achieved the IPMA Level D in 2017.

Isabel has two children and a dog who help her very quickly to relax when back home. She loves reading, yoga and dances ballet on a regular basis. Isabel enjoys her vacation at the Northern Sea, as she adores the waves and can easily relax when sitting in a “Strandkorb” on the beach.

Dr. Isabel Herbold is offering coaching sessions in German and English. Contact us to book an appointment with her!
Back to Content
Upcoming Coaching Sessions
Campus Oestrich-Winkel


27. & 28.04.2018

04. & 05.05.2018
  Campus Wiesbaden




Click here
Back to Content
Picture could not be loaded   Picture could not be loaded
  Marie-Luise Retzmann
Director Coaching

+49 611 7102 1664
    Michael Hartmann
Coaching & Personal
+49 611 7102 1687
Picture could not be loaded   Picture could not be loaded
  Sina Delia Gehrmann
Coordination Coaching &
+49 611 7102 1653
    Swantje Daniel
Coordination Coaching
+49 611 7102 1657
Back to Content

(Responsible according to § 55 I 2 RStV)

EBS Universität für Wirtschaft und Recht
Gustav-Stresemann-Ring 3
65189 Wiesbaden
Copyright © EBS Universität für Wirtschaft und Recht, Coaching 2018. All rights reserved.
Picture could not be loaded