The Architect Negotiating Tomorrow’s Built World
Crafting the Future of Architecture – Where Design and Engineering Drive Innovation, Sustainability, and Human Well-being Across Cultures and Communities When Maryam Khobreh negotiates, there are always two winners: the people who live and work in the spaces she designs as an architect, and nature itself. I first met her on my course „Mastering […]
The multifaceted negotiator — combining the precision of an engineer with the creativity of a designer.
The precision of logical reasoning and the creativity required to solve complex, unpredictable challenges form a truly unique combination. I know someone who embodies these qualities—and many more: Cihan Yasa, whom I met during my course “Mastering Difficult Negotiations” which I teach for the Executive MBA Programs at the TU Wien – Academy of Continuing […]
Communication can make or break a negotiation.
Insights from a seasoned communicator In negotiations, strategy is key. However, when things get heated, strategy and logical arguments become secondary. What comes first? Communication. In my negotiation courses, we focus – among others – on unlocking the potential of skillful communication. When I think about communication talent, one name comes instantly to my mind: […]
Assertive, not aggressive. The natural-born negotiator.
I met Damir at my course “Mastering Difficult Negotiations” which I teach for the Executive MBA Programs at the TU Wien – Academy of Continuing Education. From the first hours of the in-class interaction I perceived him as a very attentive and patient listener who asked thoughtful questions and integrated the answers into practice. As […]
Negotiating with International Business Partners
The path of business takes entrepreneurs far beyond their own national borders and brings people from different cultures to the negotiating table. One could assume that the language of business is universal because all those involved have the same goal, to develop and grow their own business – which only works via cooperation. That is […]
Bad leadership – what the state can apparently (still) afford would ruin a company.
Just imagine that you are about to buy a new mobile phone and it is not as easy as you thought it would be, quite the opposite. The number of products on offer is generous, the budget rather limited, the decision-making process worrying. Only one thing can save you when you are spoilt for choice […]
The greatest “enemy” in negotiations
Do you think that the greatest “enemy” in negotiations is your opposite number? Yes, you could say that. There are counterparts who are quite strange. They tend not to demand more from you but less. So little, in fact, that you no longer have to negotiate at all because there will soon be nothing left […]
The Power of Role Models
4 things that you can do if you would like to have more role model quality as a leader “I have never been led in such a way that I can say, ‘That’s the kind of leader I would like to be’. I simply lack the role models.” I hear this from many managers, whom […]
Clash of Cultures im Projektmanagement meistern: mit Diplomatie und Überzeugungskraft
Wenn externe Projektmanager*innen auf Widerstand stoßen Kennen Sie als externe/r Projektmanager*in eine solche Situation? Der Projekt Kick-off vor 6 Monaten war ein Erfolg und Sie konnten es kaum erwarten, Ihrem Kunden zu zeigen, dass Sie noch mehr draufhaben, als er glaubte. Sie starteten als Projektmanager*in voller Tatendrang Ihre Aufgaben im neuen Projekt. Davor hatten Sie […]
Negotiating at work – Why do I need this?
“We don’t negotiate, we don’t need that in our organization. We get along well with each other,ˮ the HR manager of a renowned company told me. Regarding the questions: “Are you and your superior always of the same opinion? Have there never been any conflicts in your team? Are your customers always satisfied with your […]