Negotiation Dialogue

With a Harvard PhD Student

In this section, Our negotiation Expert, Osama El-Kadi answers some of the most tricky negotiation questions you could ever think of. These questions were the subject of an interview by a PhD Researcher from Harvard University.

Negotiation from the World's Top Expert

Osama El-Kadi Most of these questions are from an interview conducted by a PhD research student from Harvard. I am sure you will find them interesting.

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Osama El-Kadi
Negotiator & Motivational Speaker

Negotiation Q & A

Q In general, what makes a successful negotiator in your view?

A A successful negotiator understands the ABC of negotiations... Read More...

What Makes a Successful negotiator?

Q What are the considerations and information a negotiator should consider before joining the negotiation table?

A A good negotiator should know before the negotiation whether he is winning or losing, Read More...

What Negotiation Information is Needed Before the Start?

Q What approach do you consider a favorite approach to start a negotiation?

A I believe that all negotiations are competitive in nature, calling a negotiation approach, collaborative, is a contradiction in terms, Read More...

What Negotiation Approach do You Consider a Favorite?

Q You are known as a top strategist and expert on utilizing Sun Tzu the Art of War strategies in business, sales, buying, and negotiation. In a nutshell, how can Sun Tzu the Art of War strategies help a negotiator? Is it more useful in competitive or collaborative negotiations or both at the same time?

A Sun Tzu Art of War is all about Strategy of tactical positioning leading to triumph. Strategy exists only to deal with competitive situation. Collaborative negotiation must sit in the realm of marriage I suggest...Read More...

how Can Sun Tzu the Art of War help a Negotiator

Q Sometimes a negotiator is his or her own worst enemy. What are some common blunders?

A The most common negotiator blunders are, first, talking too much during negotiation and second, making threats that cannot be realised Read More...

What Are Some Common Negotiator Blunders?

Q To which extend do you see that it is essential for a negotiator to be able to create and claim a value? Can you give us an example in which that was the case?

A Nicely put, Create value; In the mind of the other party and Claim value: to one's own organisation...Read more

How Do You Create a Negotiation Value?

Q While some great negotiators are born, many of the skills can also be taught. What are the attributes of a breakthrough negotiator that can be learned?

A There are two types of negotiators, a strategic negotiator and a tactical one., Read More...

What Are the Attributes of a Breakthrough Negotiator?

Q One key to successful negotiations is all the work that goes on beyond the bargaining table—what some calls shaping the game. What is an example of how shaping the game led to negotiating success?

A Successful negotiation is all about shaping the game and that what differentiate the men from the boys, Read More...

What is an Example of How Shaping the Game Led to Success?

Q Businesses are constantly involved in one kind of negotiation or another, yet it seems companies generally pay little attention to developing excellent negotiators. What are the potential drawbacks to a company that leaves negotiating skills to chance?

A Companies do not do this deliberately. Business Negotiation skills are part of the training of any manager in any company...Read More...

Why Companies Don't Take Business Negotiation Skills Development Seriously?

Q Who do you think are some of the great negotiators from the business world?

A To mention but a few: Mohamed Al-Fayed. Richard Branson, Alan Sugar, Larry Ellison, Trump, King Hussein, President Nasser, Bill Gate.

Q Some people prefer to negotiate through an agent, a representative or a person playing the role of a proxy. What are the pros and cons of such preference in your opinion?

A It is better in any situation when a department or a manager is personally involved in the subject matter of the negotiation to get someone else to negotiate on his behalf.

Let me give you a simple example from my own life. While I negotiated big deals for over thirty years, I always find difficult to negotiate a good deal for personal things, i.e. fixing my fence for example. I had better find someone who is not involved to negotiate it for me.

Personal involvement and attachment to the subject matter, cloud judgment in negotiation.

Therefore, experts appointed by the company and not the Chief Executive usually handle major negotiations.

In fact negotiations could go badly wrong when the CEO is personally involved, something that should be avoided at all costs. The CEO could be very helpful as an escalation point, but this is another tactic.

Q A tough guy, a thinker, a nice guy and a wheeler dealer on the same negotiation table each representing his side. From your point of view who may end up having the upper hand and get the most out of the negotiation round?

A Any one of them could have the upper hand if he thinks strategically.

The most dangerous of the four, who could also have the upper hand of any negotiation is the “Wheeler Dealer”...Read More...

Who Would Have the Upper Hand in a Negotiation

Q Answering the question of "What's fair?" in negotiation is very difficult, what are some of the circumstances and reasons why each negotiator might answer this question differently for him- or herself?

A It all depends on the negotiation skills a negotiator possess. The less skilful a negotiator the more he is prone to accept most outcomes as “fair”...Read More......

What is Fair and Win-Win Negotiation?

Q Could you briefly deconstruct a poor negotiation you've witnessed in your professional life and tell us why it went badly?

A I was negotiating with Cisco (a major Telecom Hardware Manufacturer) to get an advantageous framework arrangement for three years...Read M ore...

What Poor Negotiation Have you Witnessed?

Q Could you share a negotiation instance that results were mainly due to skills of negotiators involved from one side of the table.

Q A deal can unravel quickly if it doesn’t embody the mutual understanding the social contract behind the words on paper. What are The risk factors?

A A This is what you call the spirit of the agreement.

There are two sides to the spirit of the agreement, one is legally binding spirit and the other is the social contract.

The legally binding part is very important in the English law for example. When there is dispute over certain clauses in an agreement, the parties involved can usually resort to the spirit of the clause by looking back at the drafts and all correspondences.

These evidences are usually admissible in a court of law. The social contract is a tricky one. It is the mutual understanding in the “heads” of the chiefs from both organizations.

A contract can be damaged great deal if one of the parties left the organization and a dispute arisen in the meantime.

Therefore, it is best that everything is written in black and white, so that such situation does not arise in the future.

About Osama El-Kadi

Osama El-Kadi is a gifted motivational speaker for business.

Osama is a specialist in utilising Sun Tzu the Art of War strategies in business, sales, buying, negotiation and in life.

Besides being a business motivational speaker for your seminar, conference and workshop, Osama El-kadi will assist you in analysing your strategic position to establish strategies needed to handle your market and your business negotiation.

This will inevitably lead to a greater market positioning, getting best deals and resolving any major inter-organisational conflicts.

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