Understanding your counterpart’s style is paramount in any negotiation. Many perceived “tough” businesspeople share a recognizable style: they rely on highly competitive tactics and emotional rhetoric. They use anger and confrontation to dominate discussions and control narratives. For them, every deal must have a clear winner and a loser. A style that reinforces their image […]
Category Archives: Articles
22
Sep
Sep
Why good negotiations don’t just happen by themselves but are the result of skills that can be trained and developed. Key skills for strong negotiation performance Many believe that good negotiations simply happen. But both experience and research show something different: it is about awareness and skills. Almost 20 years of data from The Negotiation […]
31
Jul
Jul
Legal Education Is Missing the Core Competence Future Lawyers Need More than 40 years ago, Paul L. Tractenberg wrote a provocative article Training Lawyers to Be More Effective Dispute Preventers and Dispute Settlers: Advocating for Non-Adversarial Skills, arguing that legal education was failing its most basic mission: preparing lawyers for what they actually do in […]
23
Jul
Jul
What we thought would be a simple decision – choosing new indoor tiles for our apartment in Cyprus – turned into an unexpectedly rich learning experience. My wife and I, along with our adult children, were all involved in the process. We assumed it was straightforward: picking something stylish that fits our budget, and move […]
05
Jun
Jun
Negotiation exercises aren’t confined to boardrooms or contract discussions. They are daily human skills—and the more you practice, the better you become. Instead of waiting for high-stakes negotiations, use everyday situations to sharpen your questioning and listening abilities. Want to understand how much your negotiation style might be costing you? Read: Most leaders lose millions […]
27
May
May
In today’s unpredictable world, where complexity and rapid change are the norm, the strongest leaders are not those with the loudest voices or the sharpest elbows.They are those who can listen deeply, reflect clearly, and connect genuinely. In short, they lead with human-centric skills. These are the abilities that often get called “soft,” but they’re […]
19
May
May
When decisions must be made under pressure and parties have differing interests, it’s often not the substance that determines the outcome—but how we structure the process. Whether it’s a sensitive negotiation in the workplace, a mediation between two parties, or the election of a new pope in the Vatican, experience shows that structure, safety, and […]
05
May
May
After years of training and advising professionals across sectors and countries, I’ve seen the same negotiation patterns repeat — both strengths and common stumbling points. While each situation is unique, your negotiation skills and preparation habits often determine the outcome more than the numbers themselves. To bring this to life, imagine a real negotiation between […]
09
Apr
Apr
At Wægger Negotiation Institute (WNI), we believe conflict resolution isn’t just about logic or tactics — it’s about people. And people, as it turns out, are wired in ways that explain why negotiation can be so challenging. Thanks to the rise of brain science, we’re now gaining sharper insights into how our brains react in […]
03
Apr
Apr
How can Norwegian businesses succeed in markets like India – when conflicts arise and the path through the courts is long and uncertain? In this article, I argue why Norway must sign the Singapore Convention on Mediation, as India did in 2019, and how this can give exporters and importers a real strategic advantage in […]