Live on Flemish public TV news show Terzake, Prof. Dr. Katia Tieleman commented on the marathon of negotiations on the Greek crisis.
“A successful negotiator”, she says, “should rely on a solid knowledge and awareness of what the other party strives for, what values and interests it pursues, and where its priorities lie. When this mindset has not been achieved, when tactics outweigh strategy, it is extremely difficult for negotiations to succeed.”
Click here for the video recording.
Katia Tieleman, Professor for Negotiations at the Vlerick Business School and negotiation advisor at Prospex, recently published her book “Negotiation: Essentials”, combing key insights and practical experiences in the arts of persuasion, mediation and negotiation.