Negotiation: are you ready to ask?

Some MBA students began the second half of the year with a two-day online negotiation course with industry professional Paul Kinzela. Without wishing to take any illusions about this area for future MBA applicants at the EIFM, the lecture immediately drew all participants into the world of colorful stories and case studies and showed them not only the positive but also the downsides.

The students took away a kind of “handbook” from the lecture, which will help them to implement successful negotiations in their careers of future global leaders. In addition, the whole lecture was, of course, supported by the latest behavioral theory, and students gained a comprehensive knowledge related to negotiation and dealing with people in general.

And what were the students’ reactions to the lecture? “I would never expect one of the lessons of a successful negotiation to be” kind. ” Another important point was to show humility. However, when I think of the most successful actions of my own life, they were all based on trust. It was these that supported the desire to work together instead of trying to “drag” the other. Even my most successful business negotiations have shown these qualities. Therefore, I was very surprised and enriched by the information I received from Paul. “ described one of the students in the evaluation of the online seminar.

Women’s Insight

We also asked the female participant to comment on the lecture in order to have a view of the negotiations and a lecture on this topic evaluated by both parties. “As a woman facing a professional environment potentially dominated by a man, it becomes very clear to me how important it is to know and be convinced of her” target conditions “in any negotiation. I also began to realize how important it is to have a global perspective in the negotiations, ”says one of the participants.

Many readers will remember the statistics originally presented by Hewlett Packard. She stated that men apply for a job if they meet 60% of qualifications, while women apply only if they meet 100%. However, we are of the opinion that this does not necessarily indicate a lack of self-confidence of women. Rather, it reflects the socially determined tendency of women to diligently adhere to “what appears to be the rules” compared to men.

At the end of the lecture to the students, Paul reminded us of something we all have to focus on in the field of business.


We at the institute thank Paul for an enriching seminar for our students and we hope that we can look forward to another nice meeting soon, which will enrich our students in a slightly different direction.

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