Negotiation success: How to craft powerful and effective first offers

Opening Quote:

"If you can’t negotiate, you can’t win! So many entrepreneurs ignore the fact that negotiation is at the heart of everything that they need to do."

Abstract

Negotiations are omnipresent in business, management, politics, and our private lives. We negotiate with customers, colleagues, clients, spouses, sports agents, salesmen, bosses, and our children. As diverse as these negotiations are, they share a common and crucial element: The first offer has a powerful impact on negotiation outcomes! Effective first offers maximize our outcomes, ineffective ones lead to a severe negotiation disadvantage. The talk will review and discuss a number of key features that render first offers particularly powerful and effective. The applied recommendations will build on data from both negotiation novices and seasoned experts—such as car salesmen, HR managers, goldsmiths, and real-estate agents with decades of negotiation experience. You should attend this talk if, in the near future, you plan to negotiate salary, a contract, the sale price for a car or house, or an important deal for your company.  

Biography

David Loschelder is Professor for Business Psychology and Experimental Methods in the Faculty of Business and Economics at Leuphana University Lüneburg. He has studied psychology and economics at the University of Cambridge and the University of Trier, where he also completed his PhD in the field of negotiations. David Loschelder has spent research visits at the INSEAD Business School in Fontainebleau, France and the Columbia Business School in New York. His research seeks to be scientifically sound and practically relevant for the real world.

The Lecture Series

The KLU Lecture Series is a forum for scientists and practitioners to talk and discuss on state-of-the art topics related loosely to logistics and entrepreneurship.

To register please send an email to: melanie.winkelmann(at)klu.org