Negotiations - The Best Practices
As a lawyer and negotiations expert, I offer comprehensive consulting, coaching, or training focused on strategic negotiations, aimed at steering your key discussions towards optimal outcomes. My dual qualification as a lawyer and negotiation expert ensures optimal negotiation management with a full understanding of the legal relevance throughout the whole process. My additional dual qualification as a practitioner (negotiating over 150 complex transactions in the last 20 years) and author (developing an innovative negotiation concept that also scientifically explains best practices) guarantees the smart use of strategies and tactics. Only those who are able to understand why certain strategies and tactics work, can quickly and professionally adapt them to individual use cases.
Verhandlungs-Experte: Harvard-Konzept funktioniert in der Praxis nicht
Play To Win > Create Satisfaction
Creator of the Driver-Seat Concept | More than 20 years of practical negotiation experience in the field | Author of several authoritative works on "Professional Negotiation Leadership"
Lead difficult and complex Negotiations to success with the Driver-Seat-Concept.
The Driver Seat Concept is the the first and only negotiation concept that consists of 3 core strategies. It is grounded in practical application and backed by scientific research.
As a lawyer and negotiations expert, I offer fundamental and comprehensive consulting, coaching or training services with the goal of guiding your key negotiations towards success.
In Business Negotiations, whether legal in nature or involving complex transactions, the ability to strategically lead negotiations plays a pivotal role. Hereby it is not only about closing contracts, but also about representing your interests in conjunction with any legal aspects that might be of importance. As a lawyer and negotiations expert, I offer you unique training, coaching and consulting services, aimed at structuring your challenging and complex negotiations in a precise and fruitful way. I recognize and understand the legal significance of every decision at every step of the way during such negotiations. This enables me to provide you with the most optimal advice. My approach to stategic negotiations is shaped by my scientific expertise, years of practical experience as well as a deep understanding of the various specific requirements of competitive B2B negotiations.
An overview of my services, benefiting your professional negotiations
Consulting
Coaching
Training
#73 Strategic Negotiation with Dr. Hermann Rock
Listen to my Guest appearence!
In this episode, we dive deep into the world of M&A negotiations and share valuable insights from over 150 negotiations. We talk about which mistakes should be avoided at all costs and how the “driver seat concept” can make negotiations more successful. We also discuss why it is strategically unwise to make the first offer in M&A deals and explain the priming effect and its influence on negotiations. Finally, we take a look into the future and ask ourselves whether artificial intelligence will be able to negotiate for us at some point. And that is by no means all...
High-End Negotiations
In negotiations, there is no room for half-hearted compromises, especially when it comes to economically significant deals. For particularly demanding clients who settle for nothing less than the best practices, I present to you my high-end negotiation service. I offer the utmost in exclusivity, expertise, and personalized support to understand your unique challenges and subsequently craft perfectly tailored solutions. In unison, we will refine your negotiation techniques and unlock your full potential. I can assure you that after the training, your entire negotiation team will emerge strengthened, equipped with the three core strategies and tactics, fully prepared to successfully conclude even the most challenging negotiations.
Dr. Hermann Rock
Play to win > create satisfaction
Creator of the Driver-Seat Concept | More than 20 years of practical negotiation experience in the field | Author of several authoritative works on "Professional Negotiation Leadership" | Member of the Advisory Board at Salunex GmbH
Five Good Reasons for choosing Rock Negotiation and the Driver-Seat Concept
Professional Negotiating
Customer Testimonials
Dr. Christoph Mund
"Dr. Hermann Rock is a lecturer in our Change & Innovation Management program, which is conducted annually by the University of St. Gallen in cooperation with Dr. Wladimir Klitschko. As part of the program, Hermann teaches the topic of negotiation. Each year anew, our executives are thrilled by Dr. Hermann Rock's wealth of experience, practical advice, and scientific insights. The combination of best practices and application-oriented case studies creates lasting added value for our participants in the transfer. We can unequivocally recommend Hermann as a speaker and are open to provide any further information on our experience with him and his services."
CA Prof. Dr. H.
"As a chief physician, I was very happy with my profession but rather unhappy with my former salary. Dr. Hermann Rock led the negotiations with the managing director with immense kindness, perfect methodology, and absolute precision. Initially, the opposing party showed little interest in my propositions, yet, with a strategic shift, Dr. Rock managed to engage their attention, dramatically increase their motivation, and secure my desired new salary. Fascinatingly, he consistently anticipated the opposing side's responses with remarkable accuracy and events transpired exactly as he predicted. My gratitude towards him is boundless, as I now not only find fulfillment in my career but also in my earnings again."
My Insights
When and How Professionals Develop Their Walk-Away Positions
Successful negotiators don’t set their "walk-away" positions in advance. Instead, they determine them at the end of the negotiation, taking all available information into account and weighing their options carefully. This article explains why this best-practice approach leads to better outcomes, while rigid "pain thresholds" often result in poor decisions. Avoid common pitfalls and adopt the proven strategies of professional negotiators.
Opening a Negotiation in B2B - Poor Practice versus Best Practice
The “Never Open Rule” is designed to avoid a potentially disadvantageous negotiation position, especially when there is insufficient information about the other party’s stance.
B2B-Negotiations: No Room for the Harvard-Concept
The Harvard-Concept is not applied in B2B-Negotiations. Even though attorney Prof. Dr. Jörg Risse, LL.M., argues in his latest article that its application could be possible with the the assistance of a mediator, I will demonstrate why I do not believe the Harvard-Concept will play a role in the future of the B2B-World. Instead, I recommend the Driver-Seat-Concept - a true game-changer for your B2B-Negotiations.