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…

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…

Three Crucial Steps to Help Build Rapport

Back in the 19th century, Great Britain had two popular prime ministers, Disraeli and Gladstone who were competing with each other for political supremacy for over 30 years. The journalist Jennie Jerome, Winston Churchill’s mother, interviewed both of them. When reporting back from these interviews, she said, “After sitting next to Gladstone I thought he…

Femmes: les clés pour savoir bien négocier

Publié sur la revue Bilan en Septembre 2017. Entretien par Myret Zaki, redactrice en chef.   Le formateur Giuseppe Conti explique comment les femmes peuvent surmonter les blocages, facteurs culturels et stéréotypes pour devenir des négociatrices hors pair.   Giuseppe Conti est directeur des opérations pour les fournisseurs pharmaceutiques externes chez le groupe Merck. Mais il est aussi…