Avez-vous déjà négocié en portant un masque sur vos yeux ? Oui, je l'ai fait. La semaine dernière, mon partenaire français et moi avons dû faire une visio- conférence avec un dirigeant d'une organisation afin de lui présenter iDeal Makers et le convaincre de participer à un processus de négociation visant à conclure un deal dans lequel les parties étaient clairement antagonistes. Nous agissions au nom d'un de nos...

Have you ever negotiated wearing a mask over your eyes? I have. Last week, my French partner and I had to place a video conf to a leader of an organization in order to introduce iDeal Makers and convince him to participate in a negotiation process aimed at making a deal where parties were clearly antagonized. We were acting on behalf of one of our clients. Surprisingly, even if this person did join the video conf he did not turn on his camera....

To prepare your redeployment, turn the threat of your hardship clauses into an opportunity. Of course, there will be an afterthought, no doubt different, and you will have to restart, start over. In the meantime, you have to manage the crisis, keep your business going and prepare it to start again. The time has come for hardship clauses, those clauses often forgotten in your long-term or successively executed contracts, those that can...

Pour préparer votre redéploiement, transformez la menace de vos clauses de hardship en opportunité. Bien sûr, il y aura un après, sans doute différent et il faudra redémarrer, recommencer. En attendant, il faut gérer la crise, faire vivre son entreprise et la préparer à repartir. L’époque est aux clauses de hardship, ces clauses souvent oubliées de vos contrats à long terme ou à exécution successives, celles qui peuvent...

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Over my career, as lawyer, I found it both fun and accurate to use that quote and state that "I’m only responsible for what I say not what you understand". From my perspective, as business lawyer, nothing could have been more true than this statement. Then, time passing over my carrer I slowly found out that, as negotiator, what does matter is to make sure you not only properly listen your counterpart and not only make your statement accurate...

What is the greatest challenge negotiator faces when about to enter into negotiation? Common answers are that negotiator has either to deal with difficult counter part or with unrealistic goals or with time pressure. No negotiator will tell you his biggest challenge is to deal with Ego especially with his Ego. However, experience shows that dealing with negotiator Ego is usually the biggest challenge negotiator has to face. For...

On the No side, You probably noticed that for many people in many cultures it’s hard or impossible to say No. From there come many misunderstandings and causes of no deal. This topic being quite popular I won’t further elaborate on it but would simply advice deal makers when negotiating with people from different culture, to make sure the Yes expressed by counterpart is a true one and not a not expressed No. Under some other auspices,...