Welcome to the Team: Christian Wunderlich

We are delighted that our C-TO-BE team is expanding and will now benefit from Christian Wunderlich’s expertise in sales and leadership, acquiring new customers, price negotiations, and change and conflict management.
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Welcome to the Team: Chris Schäfer

We are very pleased that Dr. Chris Schäfer is now supporting the C-TO-BE team with his expertise.
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Welcome to the Team: Björn Hammerling

We are delighted that our C-TO-BE team is expanding and will now benefit from Björn Hammerling’s expertise in sales consulting, process optimization, and key account management.
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C-TO-BE Strategy Days in Ambach. An Enjoyable Time

When we work at three different locations, it’s even more enjoyable to occasionally meet in person. Summer is vacation time, and for C-TO-BE, summer is also the time for our strategy days. There's much to discuss, along with time for interesting conversations, good food, and fruitful exchanges.
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Can I Trust You? How to Deal with Lies in Negotiations

Lying is part of daily routine in negotiations. Those who skillfully deceive, trick, and cheat can gain a strategic advantage. Bluffing leads to information asymmetry and thus dilutes the possibility of finding optimal agreements in negotiations.
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Coming Soon! VIRTUAL NEGOTIATION. AN APPROACH TO ONLINE NEGOTIATION is Going to be Published in May 2024

Mastering Your Next Online Negotiation with Confidence! Did you know that major corporations are already closing billion-dollar deals via platforms like MS Teams & Co.? Online negotiations will continue to be part of our future, as they save resources such as travel time and expenses.
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Negotiation Skills Training in Singapore and 5 Very Useful Tips When Negotiating a Deal With Singaporeans

Singapore is the city of superlatives in Asia: it is not only one of the most expensive cities in the world, but also one of the cleanest and most modern. In Singapore, numerous sights and highlights, unique architecture, and lots of trends await tourists and business people alike.
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E-Mail Negotiations

Notice! When e-mail is best for negotiation Meeting face-to-face, whether in person or via video, may seem like the gold standard for negotiation, but negotiating via e-mail can offer the following three advantages:
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Do you Still Want to Improve Your Negotiation Skills? These are the 7 Best Books on how to Negotiate

Your ability to negotiate with your bosses, investors, customers, and colleagues determines whether your career or your business flies high or falls flat. These are the seven books about negotiation that every negotiator should own, read and master:
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How to Deal With Threats: 4 Negotiation Tips for Dealing With Conflict at the Bargaining Table

How should you respond when the other side threatens to walk away, file a lawsuit, or damage your reputation? Sooner or later most of us faced with threats at the negotiation table. Direct counterattacks are rarely the answer. They could launch an uncontrollable spiral of conflict. Alternatively, you might be tempted to immediately give in to your opponent’s demands, which would probably only reinforce their domineering tactics. The Project on Negotiation recommends the DEAL approach. It allows you to redirect talks toward a focus on each other’s interests. Below you will find negotiation tips for using the DEAL method.
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Why it Could be Smart to use the Contrast Effect in Price Negotiations

In price negotiations, it’s always better when someone accepts your offer rather than rejecting it, right? Actually, rejection can sometimes be a smart way to get to “yes” on your second-best offer.
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What Means Anchoring in Negotiations?

Anchoring in a negotiation involves "naming your price" or fixing your negotiating position through declaration of goals that may or may not be readily apparent to your counterpart. Anchoring has the effect of shifting the negotiation away from a collaborative process to one of haggling. It starts with an opening statement, which is usually followed by a counteroffer.
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Should Negotiatiors Avoid the Word "Deal"?

Usually closing the deal is the final goal negotiators are striving for. But skilled negotiators know that everyone who is involved in a cooperation often benefits when dealmakers focus even well beyond the finish line.
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How to Overcome Intercultural Barriers at the Negotiation Table

Why you should consider these three tips for avoiding intercultural barriers when preparing for negotiation between two parties from different cultures: Are you well prepared, do both sides speak English fluently, and do you have best of intentions? Great! But watch out: Although everything theoretically should work well, business negotiators from different cultures face additional special challenges.
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Mind-Body Connection Integrated in Many Trainings

We look forward to working together with Stefanie Konrad, an experienced yoga teacher. However, Steffi is more than a yoga teacher. Her main job is being a Process Manager at a chemical company. Steffi knows the corporate world by heart, and she worked at a home office during the pandemic. Why not bringing both worlds together? Relaxing your mind & body can help ease stress in business. It can also relieve anxiety, depression, and concentration problems. As a result, we proudly present four modules that will be integrated in many of our trainings.
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Quiz: How Much Does Personality in Negotiation Matter?

How the “Big 5” (OCEAN-Model) influences our negotiation performance. We tend to have strong beliefs about which personality characteristics help or hinder us in negotiation, but does research on the topic confirm our perception?
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Lessons in Domestic Diplomacy

It happens every night when parents start to discuss how to distribute tasks of their life while socially distancing. Who’s waking up early with the kids? Who’s responsible for home schooling? What do you mean you forgot to pick up the toilet paper? Maybe then she will cross her arms and stare at the ceiling. He will throw up his hands and raise his voice. Finally, one of them will storm out of the room.
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Online Negotiation in a Time of Social Distance

The COVID-19 pandemic has reduced face-to-face meetings and travel, but deal making is still possible. Here you will find the best tips on how to negotiating virtually.
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Business Presentation Skills are a Critical Factor for Leaders and Sales Managers in UAE if They Want to Succeed

Millions of business presentations are given across the globe every day and thousands of presentations in Dubai, UAE. The need for managers and team members of a Chemical Company to give sales-pitches has become the norm. Yet, most of us don't like standing up and speaking in front of others. It can be a stressful experience, and for few they are overwhelmed by the fear of giving presentations.  As a result of this, business presentations could be highly ineffective. They have unclear messages, fail to motivate or engage audiences, add little or no value and are frankly boring. The good news: it doesn't need to be that way.
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8 Body Language Tips to Improve Your Negotiation Skills

Strong negotiation skills are hugely advantageous throughout one’s life, from presentations to negotiations. These skills largely rest on your ability to back up your words with physical actions that exude openness, honesty, and confidence. This fosters trust and increases the other party’s desire to react cooperatively and reach agreement. Studies have shown that people are 80% more likely to remember information that was communicated to them both orally and visually.
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Presenting in English for Non-Native Speakers

As a business coach and international management trainer, I have worked with hundreds of current and future leaders who are bright and capable — and who quickly lose their confidence and competence when making business presentations. For those who need to present in English when it isn’t their native language — the challenge and the stress can feel even higher. Meanwhile, the need for leaders to be able to present in English is growing at a rapid pace, because English is required for global collaboration and global work in most companies.
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Negotiation Skills Training in Singapore - Top Tips for Business Negotiations in South East Asia

In the end of May I was giving two negotiation skills trainings for a German chemical company at their sales office in Singapore. The participants came from different cultures as Thailand, Japan, Malaysia, Philippines, Myanmar, Indonesia, and Singapore. Thanks to this great experience, I would like to share some findings with you on how to negotiate with customers or suppliers in South East Asia.
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