Call for Higher Authority: When the Real Decision-Maker Is Not at the Table

“This works for me. I just need to get final approval from the board.”  This sentence can make it sound as if the negotiation is practically finished. In reality, this is often where the next round begins.
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Tactical Silence: Why Silence Is So Effective in Negotiations

Silence often feels uncomfortable in negotiations. That is precisely where its power lies. When someone makes a demand and then continues talking, they often weaken their own position. Additional explanations, justifications, or premature concessions give the other side new opportunities to challenge their position.
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Negotiation Tactic “Now or Never” – When the Train Is Supposedly About to Leave

“If you don’t get on now, the train will be gone.” Few images describe the Now-or-Never tactic better. The train is standing there. The doors are still open, but only for a brief moment. The announcement is playing. People are getting on. The pressure is rising. And suddenly, not taking action feels riskier than making the wrong decision. 
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The Salami Tactic in Negotiations: One Slice at a Time

The most expensive sentence in a negotiation is often: "It's just a small thing." Why? Because small requests rarely stay small. That's exactly what the Salami Tactic is all about.
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Good Cop, Bad Cop: The Oldest Double Act in Negotiation

Do you know Aesop's fable The Sun and the Wind? The sun and the wind argue over which of them can persuade a traveler wearing a coat to take it off. They agree that whoever succeeds wins.
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Whoever Sets the Anchor Defines the Playing Field

How to use anchoring correctly as a negotiation tactic. The boat rests calmly on the water. At first glance, everything seems open and almost limitless. Movement appears possible in every direction. And yet, one single point determines how far the boat can actually move: the anchor.
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Negotiating? – But How, Exactly?!

What Today’s Headlines Can Teach Us About Negotiation Tactics – Explained by the World’s Best Teachers. Anyone following current events is getting a masterclass in negotiation almost every day. Perhaps you know the feeling: sometimes you just want to put your head down on the desk for a moment.
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NEW: C-TO-BE Impulse Workshops – Negotiation Mastery

Negotiations have become more demanding for leaders than ever before. Geopolitical uncertainty, volatile markets, disrupted supply chains, rising cost pressure, and increasingly complex decision-making structures are placing pressure on nearly every business negotiation.
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ZEITGEIST On the Cutting Edge

What we are talking about: When Ursula von der Leyen stated on March 9, 2026, during a meeting with EU ambassadors in Brussels that Europe needs a “more realistic and interest-driven foreign policy,” it was initially an international affairs statement.
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From Strategy to Execution

Once strategy is clear, execution has to start somewhere. In part 11 we discussed that AI is not your strategy but a tool. This post outlines a practical entry point – and why negotiations are often a smart place to begin.
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ZEITGEIST On the Cutting Edge

Let’s start here: Lindsey Vonn knew she was taking an extremely high risk. She chose to start anyway. After the heavy crash, she essentially said: no regrets. We are not here to debate whether that was courageous or reckless. Instead, let’s draw a parallel from the world of high-performance athletes to high-performance negotiations:
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AI as a Strategic Lever – From Planning to Negotiation

AI is a tool, not a strategy. This post explains why strategy still starts the old-school way - and where AI truly changes the game, especially in negotiations.
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Structure You Can Trust: How Smart Checklists Turn the WIN Process into Daily Practice

Great negotiators don’t rely on memory – they rely on structure. And in complex environments, structure is what protects value.
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Conversational AI Training: A Live Look

Imagine you’re about to enter a tough negotiation – a supplier with leverage, a stakeholder under pressure, or a client demanding the impossible. Now imagine you’ve already practiced that conversation in a safe, realistic environment.
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Navigating Complexity in Negotiations: Lessons from Harvard’s Executive Training Program

Thank you to Harvard Law School for creating these opportunities for intercultural growth and professional development through real-world case studies and global best practices in the Executive Training Program „ManagingComplexNegotiations“ in December 2025.
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Tier 3 Modules & KPIs: From Trainer to Advisor

Let’s make AI tangible. Our Negotiation Intelligence Modules aren’t chatbots – they’re role-specific assistants built around how real negotiators work. Each is designed to slot seamlessly into your WIN workflow:
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Tier 3 in Practice: How Process Creates Safe and Effective AI Acceleration

Once we understand both the strengths and limits of AI, the real question becomes: How do we use it responsibly and effectively in negotiations?
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Tier 3 Context: Promise and Challenge of AI in Negotiations

AI is already inside our negotiations, whether we acknowledge it or not. People draft emails with AI, summarize contracts with AI, and even ask AI how to respond to tough stakeholders.
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Tier 2 in Practice: Be Organized for more Consistency, Speed, Risk Reduction

What does structured negotiation look like in action? Consistency, speed, and risk reduction.
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Tier 2: Structure Wins with the WIN Process (6P)

Even excellent negotiators fail when time pressure or handovers destroy preparation. Tier 2 fixes that with WIN (Working Instruction Negotiation), our six-phase loop from strategy to follow-through.
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Tier 1: The Hidden Skill Set Behind Every Successful Negotiator

Before templates or AI, one constant drives every negotiation: the human being in the room. Tier 1 builds the core capabilities that turn reactive negotiators into strategic operators - the foundation every high-stakes team relies on.
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Improving Negotiation Results with the “Three-Tier System”

Winning negotiations isn’t about luck or charisma. It’s about how effectively your organization builds, activates, and scales its negotiation system. Our C-TO-BE. Negotiation Intelligence model strengthens that system through three progressive tiers that reinforce one another.
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Negotiating in 2026: From Reactive to Strategic

If your team’s negotiations still feel like heroic firefighting, you’re paying a premium - in time, value leakage, and stress. 2026 changes the game. Negotiations have become faster and more complex.
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Coming Soon: A 12-Part C-TO-BE Series on Negotiation Performance in the Age of AI

At C-TO-BE we’ve spent over 20 years helping organizations build negotiation and leadership capability. Today we’re publishing this series because the business context has shifted: Technology (AI, digital data, fast-moving ecosystems) has created new capabilities, while competition, global supply chains and stakeholder complexity have intensified the pressures.
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NEW in October 2025! C-TO-BE Negotiation Intelligence: Negotiating in Complex Situations with the 3-Tier Approach

Negotiation is part of everyday business. Yet things become truly challenging when situations grow complex — multiple parties, time pressure, or unclear interests. This is where a strategic approach becomes essential. With our 3-Tier Approach, we provide companies with a structured framework that brings clarity, confidence, and efficiency to complex negotiations.
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Donald Trump’s Negotiation Tactic Is a One-Trick Pony! Always the same: “Deal or I walk away… Deal or I walk away… Deal or I walk away…”

In real-life negotiations, we often encounter one-trick ponies – people who rely on a single strategy: pressure, toughness, dominance. While this might deliver short-term results, it blocks relationships, trust, and sustainable success in the long run. The true art of negotiation lies in choosing the right tool at the right moment.
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Beyond Borders: Why “Negotiating Globally” Matters More Than Ever

Is it still possible to negotiate based on facts in the USA? How do you negotiate in China or India? If you want to conquer global markets, you need to understand cultural differences and react flexibly to them in negotiations. International professionals negotiate more confidently, secure better deals and minimize risks. Adaptability and strategic foresight are essential.
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What You Always Wanted to Know About Negotiation Consulting

Negotiations are at the heart of numerous business and personal decisions. But what truly sets professional C-TO-BE negotiation consulting apart?
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Digital Negotiation Mastery: E-Auctions Made Simple

In the world of negotiation, e-auctions are a modern yet often underestimated method to achieve efficient and transparent business deals. Combining the principles of traditional auctions with digital technology, they enable companies to transform complex negotiations into structured, data-driven processes. But what makes e-auctions unique, and how do they differ from traditional negotiations?
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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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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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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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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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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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