There is rarely as much bluffing, lying and trickery as there is in negotiating.
These are all a waste of time!
How are you going to succeed with bluffing and trickery? You can’t get what you want unless you say what you want! Trickery will only allow you to achieve a maximum of your own goal and you will never know what other better solutions there might have been.
Development
The IRRE® model was developed by Angelika Schulz-Fuss. She studied in Canada under the tutelage of Glen Whyte, PhD, one of North America’s most respected professional negotiators, and learnt the art of professional negotiation based on the Harvard model.
Why a model of her own?
Many of the known approaches are theoretical and are not actually very helpful in practice. Angelika Schulz-Fuss closed this gap and created this clearly structured negotiation model that revolves around added value. It makes the negotiation process easier to plan, more efficient, more analytical and more strategic.
In the IRRE® model, she combines professionally learnt negotiation skills with her expertise in systemic, neurosystemic and hypnosystemic contexts, thereby creating a practical model that’s effective and easy to understand. She has been teaching it to individuals in management, purchasing, sales, project management and other areas since she developed it.
4 influencing factors
I |
INTELLECTThe intellectual, “rational” part of the negotiation process |
R |
RELATIONSHIPThe relationship between the negotiating parties is analysed and the relationship goal is defined. |
R |
RESULTANIFss ( |
E |
EMOTIONSWhat I think and feel during the negotiation process with regard to the negotiation process, the subject, the party I’m negotiating with and the goal |
2 areas of conflict
These four influencing factors meet in two areas of conflict.
Intellect – Emotion
Personal level: Negotiating is about people.
Result – Relationship
Strategy level: People who have different goals.
YOUR BENEFITS:
STABLE ADDED-VALUE SOLUTIONS FOR ALL THE NEGOTIATING PARTIES INVOLVED
Intellectual and emotional preparation
Intellectual and emotional preparation that’s
clearly structured, saves time and is professional
Confidence when conducting negotiations
Self-confident appearance
Clarity regarding your own ANIFs (aspirations, needs, interests and fears) and goals
Emotional equality and respect
Honest information exchanged instead of trickery
Note that this means being honest, but not naive!
Systemic questioning instead of arguing
If you’re asking questions, you’re leading the negotiation! And if you’re asking questions, you won’t be having to give answers yourself!
Receive valuable information and increase your repartee
Negotiating IN COOPERATION WITH each other instead of fighting AGAINST each other
Creative and stable solutions
Conducting value and price negotiations confidently
Create value
Economic benefit for all the negotiating parties involved
Body language
Embodiment – strengthen various aspects of yourself
Be able to perceive and read the information others’ bodies convey. It’s always honest!
Would you like to learn more about the IRRE® model?
Prerequisites for added-value solutions
Developing a WILLINGNESS to find a solution
Respect, sincerity and emotional equality enable trust
Exchanging honest information
Honest interest in the other negotiating party's ANIFs and questions instead of arguing
Clarity regarding ANIFs and goals
Enables creativity and the generation of benefit; negotiating to achieve goals often leads to competition
Courage
Clear goals are not enough. You can only get what you want if you say what you want!