Preparing For International Negotiations

7 Ways To Research Companies Before You Interview (To Personalize Your Pitch & Win The Offer): Context: Research Is 80% Of Job Search Success Research informs the entire process. It makes your apps more relevant. It boosts your informational interviews. It makes your interview answers more aligned and relevant. If you want to level up your job search? Start by doing more research. 1. Review Their Website Not just their homepage and mission statement. Click and read every link in their site footer. Look for:  - Leadership Bios  - Recent News  - Case Studies  - Interviews / Keynotes Company websites are a gold mine, but most people don't go deep enough. 2. Listen To Earnings Calls This is a 30-60 minute call focused on: - What is / isn't going well - Big initiatives - Plans to overcome challenges - & more They're free for anyone to listen. Find them by running a search for [Company Name] Investor Relations on any search engine. 3. Use SeekingAlpha SeekingAlpha .com is a financial news and analysis site. The news is great, but the analysis is magic. Analysts will write pieces on the company's future outlooks. You'll get a wide range of opinions on initiatives, goals, and challenges at the company. Use that to inform your own. 4. Interviews With Executives Find the company's executive team.Then search for: [Exec Name] Interview [Exec Name] Podcast [Exec Name] Keynote On Google and YouTube. Filter for the past 12 months. Live conversations like this contain so many golden nuggets! 5. Browse Product Reviews Get them from reputable third parties and customers: 1. Google "[Product] Reviews" 2. Search YouTube for "[Product] Reviews" 3. Look at app store reviews 4. Check company-related subreddits for feedback Customers will always share the good, bad, and ugly. 6. Run A Competitive Analysis Use a site like Owler.com or search “[Company Name] alternative” on any search engine to find the company's top 3 competitors. Now comb through their funnels, offerings, and services. - What do they do better than your target company? - What do they do differently? - What are they missing? 7. Use The Product Yourself If possible, roll up your own sleeves. Jump into the product and use it for yourself. If you can't do that? Watch demos and tutorials online. Seeing the product in action creates a deeper understanding and can spark new ideas for value adds.

How top negotiators get more information under pressure. A simple technique most people overlook or misuse  in high-stakes deals. There’s one powerful technique that works wonders in negotiations but many people either overdo it or don’t know about it. It’s called 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗺𝗶𝘀𝗹𝗮𝗯𝗲𝗹𝗶𝗻𝗴. As an ICF certified coach with over 15 years of experience in high-stakes negotiations, I've observed that this technique consistently yields results. How does it work? ↳ You slightly misstate what the other person's feeling or thinking.  On purpose. Why would it work? Consider this scenario: Counterpart: 𝘱𝘳𝘰𝘷𝘪𝘥𝘦𝘴 𝘢𝘮𝘣𝘪𝘨𝘶𝘰𝘶𝘴 𝘳𝘦𝘴𝘱𝘰𝘯𝘴𝘦 𝘢𝘣𝘰𝘶𝘵 𝘱𝘳𝘰𝘫𝘦𝘤𝘵 𝘵𝘪𝘮𝘦𝘭𝘪𝘯𝘦. You: "It sounds like you're not confident about the deadline." Counterpart: "Not at all. We're confident, but we need to refine the scope a bit." Result: Critical new information unlocked. The reason why this technique works lies in human psychology.  ↳ We love to correct others.  ↳ It’s an innate drive. Especially when it comes to correcting misperceptions about ourselves. And in the process, we often reveal more than intended in the process. To use it effectively, follow these 3 tips: 1. Stay close to the truth, but miss the mark slightly 2. Use it sparingly (nobody likes a constant mis-understander) 3. Be ready to listen. Like, really listen. I explore this concept in depth in the video below on advanced negotiation tactics. For the negotiation experts among us:  What sophisticated techniques do you employ to uncover crucial information in high-stakes discussions? Share your insights below. Let's learn from our collective expertise. --------------------------------- Hi, I’m Scott Harrison and I help executive and leaders master negotiation & communication in high-pressure, high-stakes situations.  - ICF Coach and EQ-i Practitioner - 24 yrs | 19 countries | 150+ clients   - Negotiation | Conflict resolution | Closing deals 📩 DM me or book a discovery call (link in the Featured section)

In business and life, the best outcomes go to the best negotiators. Most people think negotiation is about winning. It's actually about understanding. What separates good deals from great ones? It's not aggression. It's not manipulation. It's not who talks loudest. It comes down to mastering the human side of the exchange. Here's the path that works: 1. Prepare Like You Mean It Research goes beyond Google. Understand their pressures, their goals, their challenges. Knowledge becomes helpful when used with care. 2. Open With Real Connection Forget the power plays. Start with curiosity and respect. The tone you set in the first 5 minutes shapes everything that follows. 3. Explore What's Underneath People fight for positions. But they negotiate for reasons. "I need a better price" might really mean "My boss needs to see I'm adding value." Find the why behind the what. 4. Trade Value, Create Value The best deals aren't zero-sum. Look for ways both sides can win. Sometimes what costs you little means everything to them. 5. Close With Total Clarity Handshakes aren't contracts. Document what you agreed to. Confirm next steps before you leave. Ambiguity kills more deals than disagreement. The biggest mistake I see leaders make? They negotiate like it's combat. But the best outcomes come from collaboration. When you're across the table, remember: 👂 Listen more than you speak ❓ Ask "Help me understand..." when stuck ⏸️ Take breaks when emotions rise 👟 Know your walk-away point before you sit down Your style matters too. Sometimes you need to compete. Sometimes you need to accommodate. The magic is knowing when to shift. Success isn’t given. It’s negotiated. But how you negotiate determines whether you build bridges or burn them. Choose wisely. 📌 Save this for your next negotiation. ♻️ Repost if this helps you (or someone on your team) negotiate. 👉 Follow Desiree Gruber for more tools on storytelling, leadership, and brand building.

Got an interview coming up? Here's how to research the company ahead of time (don't just visit their website) ... ✅ 1) Review their website, blog, social media accounts, and LinkedIn page. (Some companies have culture hashtags like #WeAreCisco, #LifeAtChewy, #WeAreTarget / #, #InsideZappos, #LinkedInLife,  You’ll find the hashtags in their social media posts.) ✅ 2) Read press releases and media mentions. (Click the “News” tab too). ✅ 3) Find annual reports and quarterly earnings, if publicly available. ✅ 4) Research the size of company: employees and revenue. SeekingAlpha is great for this. ✅ 5) Search for interviews with members of the executive team. They’ll talk about the vision and goals of the company. ✅ 6) What are they selling? Get to know the details and demo the product if you can. ✅ 7) Who are their customers? Read customer reviews. ✅ 8) Who is their competition and how do they differentiate themselves? What is their reputation in the industry? ✅ 9) Research the industry: Do an online search for “recent trends in [your industry]” and “the future of [your industry]." ✅ 10) Research the people interviewing you: Search their name on Google and read their LinkedIn profile. Also, research the LinkedIn profiles of the people who work there: Get an idea of company culture/backgrounds/education/experience, especially for the department you’re interested in. Do people stay there awhile? Get promoted from within? That’s a good sign. ✅ 11) Study the job description and rehearse short stories that illustrate the keywords and key skills they're looking for. ✅ 12) Research the interview process at the company with Glassdoor, Indeed, and Comparably. Look up the company and click on the “Interviews” tab to read others’ experiences interviewing with the company. Make notes on your research and bring them to the interview. Work your research into the conversation: • "In preparation for this interview, I read the annual review report and was intrigued by ..." • "I was listening to an interview with your CEO and I agreed with what she said about ..." • "In order to understand your customers, I read the best and worst reviews on your website, Amazon, and social media posts. Here's what I noticed ..." I'm rooting for you. 👊 ♻ Please repost if you think this advice will help others. ***** Hi, have we met? I'm Emily and I'm on a mission to get the #greenbannergang back to work, one actionable step at a time. #jobsearch #jobhunt #jobseekers

You don't get what you deserve. You get what you negotiate. 8 tips to master negotiation (in life and career): 1/ Step into their shoes ↳ Why: People want to feel understood. Showing that you "get it" helps them trust you and opens the door for real collaboration. ↳ How: Use phrases like, “It sounds like you’re feeling…” or “I sense that you’re concerned about…” 2/ Use mirroring ↳ Why: People love talking to someone who really listens. Repeating their words back shows you’re paying attention and makes them open up more. ↳ How: If they say, “We’re worried about costs,” respond with, “Worried about costs?” 3/ Label emotions ↳ Why: Calling out emotions takes the heat out of tough conversations. It shows you’re on the same page and makes things less tense. ↳ How: Say, “It seems like you’re frustrated about the timeline.” 4/ Ask open-ended, calibrated questions ↳ Why: Asking the right questions turns the focus from problems to solutions. It helps you understand what’s really going on. ↳ How: Avoid “yes” or “no” questions. Instead, ask, “What would it take to make this deal work for both of us?” 5/ Accuse yourself ↳ Why: Being upfront about possible objections makes you relatable and keeps things honest. People respect that. ↳ How: Say, “You might think I’m being overly optimistic, but here’s why this approach could work.” 6/ Go for the "No" ↳ Why: Weirdly, hearing “no” can feel safer for the other person than saying “yes.” It also gives you room to explore real issues. ↳ How: Ask, “Would it be ridiculous to consider extending the deadline by a week?” 7/ Leverage silence ↳ Why: Silence makes people uncomfortable, so they tend to fill it with valuable insights. Use it to your advantage. ↳ How: Ask a question or make a point, then wait. Resist the urge to speak first. 8/ Avoid compromise ↳ Why: Splitting the difference might seem fair, but it usually means both sides lose something important. Aim higher. ↳ How: Focus on finding creative solutions that deliver value to both parties. These strategies are inspired by Chris Voss’ "Never Split the Difference: Negotiating As If Your Life Depended On It" and brought to you by Omar’s Desk. PS: Great negotiators listen more than they speak. PPS: Negotiation is about authentic connection, not manipulation. The difference? Manipulation is self-serving; authenticity builds trust. What tactic would you add? Comment below. ---- Follow me, tap the (🔔) Omar Halabieh for daily Leadership and Career posts.

‼️EU Council agrees on -90% #climate target for 2040 - adding quite a bit of flexibility to get to a compromise, though... In the run-up to UN climate negotiations at COP30 in Brazil next week , EU climate ministers agreed late Tuesday on a -90% #carbon emissions reduction by 2040 (vs. 1990). It needed a couple of softeners to secure support from Member States concerned about competitiveness & affordability, including: 🌍 Up to 5% international carbon credits (vs. 3% proposed by the European Commission), effectively lowering the domestic EU target to 85%. 🔍Review clause to reassess impacts on competitiveness, energy prices, and social fairness before 2035 🕓 #ETS2 (emissions trading for buildings & transport) delayed from 2027 to 2028, with greater flexibility in the Market Stability Reserve (MSR). 🌲 Inclusion of permanent carbon removals in the EU ETS framework These adjustments may look like a softening of ambition. But they also reflect today’s global context: the EU is moving faster than most regions, and policymakers are seeking to maintain economic viability while staying on course for climate neutrality. In our recent 'New Pathways for the Energy Transition (Plan B)' report for the German Chamber of Commerce and Industry (DIHK) (link in comments), we argued for a broader use of international carbon credits to enhance efficiency in global mitigation - provided a robust compliance system prevents credit inflation. We further explored an emission budget approach and indexing EU ambition to global progress - ensuring Europe remains a leader, but not an outlier. In a paper with think tank EPICO KlimaInnovation (link in comments), we also proposed greater ETS2 flexibility and a dynamic MSR to balance ambition with affordability - ideas now partly reflected in the Council position. Curious to see how these themes evolve at COP30 next week - where the global context will decide how much of Europe’s “flexibility turn” becomes the new climate policy reality.

Conflict is inevitable. How we manage it is both an art and a science. In my work with executives, I often discuss Thomas Kilmann's five types of conflict managers: (1) The Competitor – Focuses on winning, sometimes forgetting there’s another human on the other side. (2) The Avoider – Pretends conflict doesn’t exist, hoping it disappears (spoiler: it doesn’t). (3) The Compromiser – Splits the difference, often leaving both sides feeling like nobody really wins. (4) The Accommodator – Prioritizes relationships over their own needs, sometimes at their own expense. (5) The Collaborator – Works hard to find a win-win, but it takes effort. The style we use during conflict depends on how we manage the tension between empathy and assertiveness. (a) Assertiveness: The ability to express your needs, boundaries, and interests clearly and confidently. It’s standing your ground—without steamrolling others. Competitors do this naturally, sometimes too much. Avoiders and accommodators? Not so much. (b) Empathy: The ability to recognize and consider the other person’s perspective, emotions, and needs. It’s stepping into their shoes before taking a step forward. Accommodators thrive here, sometimes at their own expense. Competitors? They might need a reminder that the other side has feelings too. Balancing both is the key to successful negotiation. Here’s how: - Know your default mode. Are you more likely to fight, flee, or fold? Self-awareness is step one. - Swap 'but' for 'and' – “I hear your concerns, and I’d like to explore a solution that works for both of us.” This keeps both voices in the conversation. - Be clear, not combative. Assertiveness isn’t aggression; it’s clarity. Replace “You’re wrong” with “I see it differently—here’s why.” - Make space for emotions. Negotiations aren’t just about logic. Acknowledge emotions (yours and theirs) so they don’t hijack the conversation. - Negotiate the process, not just the outcome. If you’re dealing with a competitor, set ground rules upfront. If it’s an avoider, create a low-stakes way to engage. Great negotiators don’t just stick to their natural style—they adapt. Which conflict style do you tend to default to? And how do you balance empathy with assertiveness? #ConflictResolution #Negotiation #Leadership #Empathy #Assertiveness #Leadership #DecisionMaking

🎯Power of Active Listening: A Game-Changer in Negotiations✨ I have witnessed firsthand how active listening can work wonders in negotiations. Let's delve into some practical tips on how you can harness the power of active listening to transform your negotiation skills. ✅1️⃣Be Fully Present 💯: Eliminate distractions, put away your phone, and give your undivided attention to the conversation. Show genuine interest in what the other party is saying, and focus on understanding their needs, concerns, and aspirations. ✅2️⃣Tune in to Non-Verbal Cues👀: Pay attention to the other party's body language, facial expressions, and tone of voice. Non-verbal cues can provide valuable insights into their emotions and underlying motivations. Use this information to adapt your approach and build rapport. ✅3️⃣Ask Open-Ended Questions 🗣️: Encourage the other party to share more by asking open-ended questions. Instead of yes-or-no inquiries, ask questions that begin with "how," "what," or "why." This allows them to express themselves more freely, and you gain deeper insights into their perspective, goals, and constraints. ✅4️⃣ Reflect and Clarify💡: Paraphrase and clarify what you've heard. Restate their key points to demonstrate your understanding and ensure that there are no misunderstandings. This practice not only validates their feelings but also fosters a sense of trust and respect. ✅5️⃣Practice Empathy🤗: Put yourself in the shoes of the other party to understand their emotions, challenges, and aspirations. Empathetic listening helps you find common ground and potential solutions that cater to both parties' interests, leading to win-win outcomes. ✅6️⃣Control Your Response 🎮: In the heat of negotiations, it's natural to react emotionally. However, active listening empowers you to respond thoughtfully, not react impulsively. Take a moment to process the information and choose your words carefully. A composed response demonstrates professionalism and fosters a positive negotiation environment. ✅7️⃣ Take Notes📝: Documenting key points during the negotiation is essential. Not only does it help you retain vital information, but it also shows the other party that you value their input. Later, refer back to these notes to align your proposals with their interests and demonstrate your commitment to finding common ground. The more you consciously apply these techniques, the more adept you'll become at unlocking negotiation success and building meaningful, long-lasting professional relationships. So, the next time embrace the power of active listening and watch the transformation unfold! 🔆 #careerprogression #negotiationskills #activelistening #professionaldevelopment #confidence

Negotiations don’t go wrong—they start wrong. Through my experience, I can often tell within the first 30 minutes whether a negotiation will take a collaborative or positional direction. The early signals—the tone, structure, and mindset of the parties—set the course for either value creation or value extraction. Too often, negotiations begin with adversarial positioning, where each side stakes out demands, focuses on "winning," and sees concessions as the primary path to agreement. This zero-sum mentality is where most negotiations start wrong. The problem isn’t what happens later—it’s how we approach the process from the outset. Do you negotiate how to negotiate before you start negotiating? This is a game-changer. Before discussing numbers or terms, set the stage for success. Consider opening with: "I am here today to help you reduce your risk, cost, and liabilities while improving your profits. Would you be interested in having me assist you with this?" This shifts the conversation from position-based bargaining to problem-solving and mutual value creation. SMARTnership® negotiation flips the traditional approach. Instead of defaulting to competitive bargaining, it starts by identifying asymmetric values, trust currency, and hidden gains that can turn the negotiation into a collaborative value-maximizing process. The real difference lies in: ✔ Mindset: Are we here to protect our own turf or explore mutual benefit?  ✔ Communication: Is the focus on claiming or creating value?  ✔ Trust: Is there openness to share real needs, costs, and priorities? If the first 30 minutes are spent staking positions, debating individual gains, or withholding critical information, the negotiation is already off track. But if we establish transparency, mutual benefit, and creative problem-solving early on, we unlock the hidden potential of the deal. Next time you step into a negotiation, ask yourself: Are we starting right? #Negotiation #SMARTnership #ValueCreation #TrustCurrency Tarek Amine Tine Anneberg Francis Goh, FSIArb, FCIArb Francisco Cosme Gražvydas Jukna Juan Manuel García P. Darryl Legault World Commerce & Contracting BMI Executive Institute #negotiationtraining Daniel McLuskie

"These 2-bedrooms aren't leasing. Should we offer a concession?" "Yeah, how about $125 off each month for 12 months?" "Why not just do one month free instead?" "Same thing, right? Either way it's $1,500 off." Not the same, and the difference is costing you renewals. When you offer $125/month off for 12 months, you're doing more than discounting rent. You're expanding your renter pool. - Market rent: $1,500/month - Discounted rent: $1,375/month for 12 months You just expanded your renter pool to residents who can only afford $1,375, not $1,500. You're not giving your target resident a deal. You're attracting a different resident entirely. Now here's what happens at renewal with the recurring monthly concession: - Year 1: Resident paid $1,375/month (with $125 concession) - Year 2 renewal: $1,545 (3% increase on $1,500 market rent, concession removed) - The resident sees: $1,375 → $1,545 = $170/month increase (12.4%) They move out or you negotiate down. Either way, you lose. You're not offering a concession. You're advertising below-market rent, then acting surprised when they won't pay market rate at renewal. Compare that to one month free on a 12-month lease: - Year 1: One month free, then $1,500/month for months 2-12 - Year 2 renewal: $1,545 (3% increase) - The resident sees: $1,500 → $1,545 = $45/month increase (3%) They're conditioned to market rent from day one. The increase feels normal. They stay. And if you're worried about the "free month then they don't pay" risk? Make it month 3 or month 6. You get the psychological incentive without the front-loaded risk. How do you structure concessions: upfront or recurring? And have you tracked retention rates for residents who leased with concessions vs. market rent?