NIRL 29 - Giuseppe Conti, Conti Advanced Business Learning - When should you make the first offer?
Negotiation in Real Life
English - March 23, 2023 20:30 - 41 minutes - 57 MBBusiness Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
In this episode of Negotiation in Real Life, I speak with Giuseppe Conti. Giuseppe is the founder of CABL, a firm that offers a range of customized training in the field of negotiation, influencing, and related areas.
Since 2005, Giuseppe has been an award-winning Lecturer, recognized for his lively and interactive training workshops across leading business schools in three continents: Bayes, BSL, Cambridge, EPFL, ESADE, ESSEC, HEC Lausanne, HEC Paris, IESE, IMD, Imperial College, INSEAD, London Business School, Oxford, RSM, SDA Bocconi, University of Geneva, University of St Gallen and VU Amsterdam.
In 2019, he has become a Professor in Negotiation & Influencing. Giuseppe regularly runs workshops in four continents. To date, corporate leaders from multinational corporations and individuals from over 145 different countries have attended his workshops. In 2023, he was appointed among the Top 30 Global Guru for Negotiation Giuseppe is also a seasoned negotiator combining academic content with over 25 years of practitioner experience from his senior Procurement and commercial leadership roles within blue-chip multinationals (Procter & Gamble, Novartis, Firmenich and Merck).
His recent research and articles have focused on negotiating with no alternatives, influencing in healthcare, gender differences in negotiation, managing internal and external negotiations, dealing with difficult people, and negotiating in long-term business relationships.
In our discussion today, we speak about …
the effect of anchoring in negotiation
the benefit of preparation to defuse an anchor
should you ask for a justification for the other side’s price
the pros and cons of a cost breakdown in procurement and the best time to ask for one
… and much much more.
Connect with Giuseppe Conti
LinkedIn: https://www.linkedin.com/in/giuseppeconti/
Website: www.cabl.ch
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If you have an interesting negotiation story and would like to be a guest on the show, please complete an Expression of Interest and we'll be in touch!
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