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“Effective Negotiations” new book by Nick Dimitressis

“Effective Negotiations” new book by Nick Dimitressis

Mar 14

Κυκλοφόρησε από τη Σύγχρονη Εκδοτική το εξαιρετικά επίκαιρο βιβλίο του Νίκου Δημητρέση «Αποτελεσματικές διαπραγματεύσεις: Μια ρεαλιστική προσέγγιση για καλύτερες συμφωνίες». Η διαπραγμάτευση αποτελεί το κυριότερο...

Negotiations with the Troika

Negotiations with the Troika

Jan 11

Kάθε φορά που έρχεται η τρόικα στην Ελλάδα, ακούμε ότι η κυβέρνηση λαμβάνει μέρος σε «δύσκολες διαπραγματεύσεις» και αντιμετωπίζει τη «σκληρή στάση των δανειστών». Η αλήθεια είναι ότι η συντριπτική πλειοψηφία των...

Negotiation: Beyond Tactics

Negotiation: Beyond Tactics

Jan 24

No matter how intelligent or cultured one might be, just using his/her intuition in a negotiation setting as a substitute of a thorough grasp of negotiation tactics, sooner or later is bound to have adverse effects on the negotiation outcome, often leading to utter failure. I define failure as the inability to reach a deal even when there is enough value to address the interests of all parties...

When your BATNA can hurt you.

When your BATNA can hurt you.

Jul 01

In their seminal and highly praised 1981 best-selling book “Getting to Yes: Negotiating Without Giving In”, authors and Harvard University professors Roger Fisher and William Ury coined the term BATNA. Their contribution to negotiation theory with the introduction of BATNA along with other novel ideas presented in Getting to YES is undeniable. This influential book has affected the...

Negotiation, more than a soft skill.

Negotiation, more than a soft skill.

May 16

I often hear that negotiation skills are soft skills. As I have come to find out, the words “soft skills” curiously mean different things to different people. So, let’s just see what Wikipedia has to say on the matter: “Soft skills is a sociological term relating to a person’s “EQ” (Emotional Intelligence Quotient), the cluster of personality traits, social graces,...

Still a long way to go when it comes to project management

Still a long way to go when it comes to project management

Apr 07

The latest Pulse of the Profession by the PMI shows some alarming statistics. The percentage of projects that meet their original goals and business intent has dropped 10 percentage points in four years, from 72% in 2008 to 62% in 2012. For more information go here. Why do you think that this is happening despite the fact that supposedly companies realize the need and the importance of more...