Att förhandla är en central del av vd:s vardag, oavsett om det gäller med kunder, leverantörer, investerare eller medarbetare. På sin blogg listar Harvard Law school metoder för hur du blir en tryggare och mer effektiv förhandlare:
1. Förbered dig
Många vet att förberedelser är en nyckel till en lyckad förhandling, men trots det är det lätt att slarva. Är du inte tillräckligt förberedd riskerar du att gå miste om gynnsamma avtal. Att lägga tid på förberedelser är därför ofta det mest värdefulla du kan göra. Gör en checklista över vad som behöver undersökas, träna med en kollega eller vän, och fundera på ditt bästa alternativ om förhandlingen inte leder till ett avtal – det så kallade BATNA (Best Alternative to a Negotiated Agreement).
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
publicerad 29 september 2025