Book 02 · German edition
The rules are changing.
Your stance decides.
How negotiators understand the new rules, use AI systems and secure the decisive advantages through a human stance. Fifteen rules, both sides of the table.
Published in German · PDF sample · 30 pages · no sign-up
What holds.
What AI changes.
The book sets the negotiating practice of 2024 against the perspective of the AI age. Every chapter asks which principles carry and which tactics have to be reassessed.
Case examples, reflection questions and a critical reading connect the ideas to real situations.
Fifteen rules.
Your next negotiation.
Every rule ends with a question for practice. Take one into your next conversation.
A deliberate pause creates room to think and listen. What matters is the question you end it with.
State your goal, your room to move and your limit so that agreements become verifiable.
Show that you understood the objection. That commits you to no concession yet.
Recognise your reaction under pressure and create a moment between feeling and answer.
A clear limit needs a calm formulation. An alternative can keep the conversation open.
Questions and listening help you understand the other side's motives. Test your assumptions.
Widen the view on a problem without changing the facts.
Plan concessions and counter-values together. Look for variables both sides value differently.
Check the origin and consequence of a deadline before you commit under time pressure.
Bring the next collaboration into the decision. A close works beyond today's price.
Rules 11 to 15 are in the book — among them the power of walking away.
25 minutes.
Three questions. One honest read.
You describe what you are working on. I tell you what I would look at first — and whether I am the right person for it. If I am not, I will say so.
Video · 25 minutes · free. You pick the slot — no callback loop.