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Applying the Priming Effect to Negotiation

  Priming works by using associations made in our subconscious, they are almost always unnoticeable to the subject. Priming in negotiation and influencing can come in many shapes and forms. In this 3 minute video, I present two studies on the priming effect as well as the implications it has in negotiation.     The main learning of the research about priming is that our thoughts and our behaviour are influenced, much more than we know or want, by the environment of the moment and by stimuli to which we pay no attention at all. Giuseppe Conti


9 Ways to Avoid a Negotiation Stalemate

Having navigated through countless negotiations in my professional career in Procurement, there are a number of go-to moves that I have picked up to catalyse the different stages of the deal I was working on. These tips work great in both single party negotiations or multiparty negotiations as some are used to ease tension, encourage information sharing, develop rapport or simply to give a little push to get things moving. They are a little insight into what I teach in my workshops with Conti Advanced Business Learning. 1. Take a BreakTaking a break can give both parties the chance to deal with the emotional burdens of the discussion. It’s a


Timing is an Artform in Negotiations

(written in collaboration with Dr. Suzanne de Janasz) Planning a trip to Italy to discover some Renaissance paintings? You better plan at least three months in advance if you want to see Leonardo's Last Supper in Milan, as there is a huge waiting list.   What contributed to make this painting a masterpiece? Leonardo's technical mastery and innovative painting techniques are certainly key factors. There is an additional element that differentiates this painting from the many others that depict the Last Supper. Other artists chose to capture the moments during that night with the deepest religious significance, such as the blessing of the bread or the


Gandhi and the Power of Priming

As I just returned from an amazing trip to India, I would like to start with two general knowledge questions to you: Was Mahatma Gandhi older or younger than 30 when he passed away? How old was Mahatma Gandhi when he passed away?   Please answer these two questions before reading on. My guess is that most of you answered that he was older in the first question and estimated the age of Mahatma Gandhi to be between 40 and 60 when he passed away. Was I correct?   The fact of having a benchmark at age 30 most likely led you to estimate a lower


It’s not a walk in the park assembling long-term business agreements

A long-term agreement may take different forms: fixed price, a yearly adaptation based on market changes, variable compensation based on results, lump sum, revenue sharing, the list goes on... So what works best with what? We asked 10 industry experts...   Sustainable business success is built upon positioning your resources and partnerships to create value that lasts the full mile. If your business wants to stay in the game for the long run, you must forge healthy long-term agreements with suppliers and customers. Easier said than done. New threats, market fluctuations, competitive alternatives constantly test your profitability and success, so we asked a group of 10 sales and


Are you ticking off this checklist before you go out and negotiate with an external partner?

Our agendas are filled until mid-next year. We are re-evaluating budgets, in meetings all day, visiting plants, factories, headquarters and on top of that, during our lunch break, we need to make some last-minute reservations for the end of year break with our families. We are so preoccupied with internal commitments; we do not have the time to prepare properly before meeting with external partners with whom we have a long-term relationship.   In a roundtable discussion featuring 13 senior Sales and Procurement experts, we explored the must-dos for negotiators to successfully negotiate externally with partners and created a mini checklist for you to follow.  


Extracting Information From The Other Party

We try our best to be prepared before a negotiation: gathering information from suppliers, internal departments, potential alternatives, public resources are just among the few. Unfortunately, there still will be question marks and unknowns that need to be addressed to get into the agreement or rejection phase.   Here are a number of top questions I frequently receive from participants in my workshops with CABL when it comes to extracting precious information from the other party during a negotiation:   How can I create a positive climate in the negotiation that encourages the other party to share information?   The best way would be to signal collaboration by


Shifting the Balance of Power when negotiating in long-term business relationships

The relentless assessment and recognition of “who’s got the power in this discussion” play a vital role in the success of your negotiations. In a roundtable discussion featuring 10 senior Sales and Procurement experts, we explored a number of strategies that aid in tilting the scales in your favour. The six key dimensions we singled out are investigated below:   1.      Having the mindset to create leverage. As Laurence Perot, Head of Global Supply Chain Procurement at Logitech, highlights, “we need to create leverage if there is none.” She explains that an effective way to do this is by working at different levels throughout the organisation. “In my


7 Procurement Experts Share Their Negotiation Success Stories

It's so easy to get caught up in day-to-day operations that you don't have a moment to celebrate nor reflect on the key wins you experience. Hear from 7 Procurement Experts as they reflect on their own successes and the strategies they used to close the big deal.   This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.     Communicating effectively While preparing for a large negotiation (contract value > CHF 500 MIL.), we had to have senior executive’s approval of our strategy. We influenced the stakeholders by tailoring the


How to Use Emotional Messaging to Influence Others

This article was based on research conducted by Conti Advanced Business Learning (www.cabl.ch), a Swiss training company that specializes in Negotiation & Influencing training.   It is hard to imagine anyone who hasn't been involved in a heated argument or negotiation at some point during their professional and personal lives. As we get older, we hope outbursts become less physical and more controlled. The problem with this is that emotion drives our decision making. As Douglas Van Praet, the author of Unconscious Branding: How Neuroscience Can Empower (and Inspire) Marketing, puts it:   “The most startling truth is we don’t even think our way to logical solutions. We

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