Strategic choices and preferences in negotiation.
Many negotiations are seen as a poker game to be won rather than a collaborative process where relations and behaviour are paramount, and where reaching an agreement is mutually satisfying. In poker-game negotiations, the normally equalising concept of “win-win” has a different meaning: There is only one winner and one loser.
Much research, however, suggests that there is a great deal more to a negotiation than just putting on a poker face and discovering the other person’s “tells”.
In this article, we present how to significantly improve your negotiation skills and strategies to reach results that are mutually beneficial. We discuss the Herrmann Brain Dominance Instrument® (HBDI), also known as the Whole Brain® Model, which is a powerful thinking style assessment tool used in corporations and organisations worldwide.