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.
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.
The intellectual, “rational” part of the negotiation process
The relationship between the negotiating parties is analysed and the relationship goal is defined.
What 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
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.
Intellectual and emotional preparation that’s
clearly structured, saves time and is professional
Clarity regarding your own ANIFs (aspirations, needs, interests and fears) and goals
Honest information exchanged instead of trickery
Note that this means being honest, but not naive!
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
Creative and stable solutions
Economic benefit for all the negotiating parties involved
Embodiment – strengthen various aspects of yourself
Be able to perceive and read the information others’ bodies convey. It’s always honest!