DR ULRICH FRIEDHOFF
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The coach and trainer for winning arguments and leading people

If we want to reach our objectives we must often persuade other people of our ideas and visions. In order to do that, we need conclusive arguments, no matter if we express them verbally or in writing. On the other hand it is as crucial to understand and categorize our interlocutor’s arguments.

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“Do not assume the other fellow has intelligence to match yours.
He may have more”
Terry-Thomas

We’ve all been there: during discussions or negotiations we feel we are being treated unfairly or “we’ve been taken to the cleaners”. With other business partners we exchange arguments and end up with satisfactory results for all people involved. And after that we ask ourselves: “what was the difference?”

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We are confronted with objections every day in different circumstances, above all in discussions, negotiations or debates. Objections may baffle the most stable personalities and turn them helpless – and speechless. Nevertheless there are various tactics to react effectively to objections and opposition.

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Conflicts are part and parcel of life and affect us always emotionally. In our culture, in business, organizations as well as in private life, we are used to repress them. However, if we learn to be aware of them and to solve them they will become an important leadership asset.

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