Almost everyone negotiates on a daily basis, whether consciously or unconsciously. Sometimes this may go more or less well. However, demanding business negotiations, whether in a national or international context, whether bilateral or multilateral, are not particularly promising without a certain amount of know-how.

The enforcement of conflicting interests, the associated emotions and the differently perceived position of power are the main focus of the problem. The additional challenge of the increasing internationality of negotiations set in motion by globalization further complicates the latter. The negotiating partners not only speak a "different language" in the truest sense of the word, but also come from different cultures, which essentially changes the entire nature of communication.

Both inadequate preparation and the application of supposedly successful negotiating principles can ultimately come to nothing or cause lasting damage to the relationship with your negotiating partner.

Positions of power are played out and supposed compromises are only generated under pressure. The "powerful" are getting bigger and bigger, the "weak" smaller and smaller.