Navigating Tough Negotiations with the cBook

A once in a lifetime global pandemic has affected every one of us. It’s crucial now, more than ever, that we have the right tools to guide our learners. Frieder Gamm, renowned negotiation trainer and coach, shares his experience with using the cBook for his client sessions, which supports him to deliver seamlessly, with not a step missed.

From Frieder’s experience, coaching for negotiations is usually sought when there is a deadlock, no movement forward, and the situation becoming untenable. Successfully navigating tough negotiations is all about preparation. It is about knowing, before the start, exactly what is on the table; starting point, the best- and worst-case scenarios, and knowing the different approaches one can use to get to these defined targets.

“I was trying to develop and implement an online system for 3 years with mixed results, because there was no impending reason to do so… but with start of the COVID pandemic that need presented itself, and I was able to start supporting my clients within 3 days with the help of the cBook, with their eLearnings and supporting modules. It’s that intuitive.”

The general nature of the negotiation business and the nature of the year that is 2020, has led Frieder to move his professional activities online, and his success in doing so makes him recommend having an online setup, supported with the right tool, very strongly.

In the past, he worked with emails, pdf, excel charts, PowerPoint etc. With so many different tools to keep track of, it was challenging to keep an overview. With the cBook, that has changed drastically, He uses the new possibilities with eLearning and e-supporting that Learn Tomorrow’s cBook brings to the table.

It is a one-point solution to tackle all aspects of training; from imparting course content with all kinds of standard and customised charts, to course and trainee management with an intuitive backend, which lets him quantify user data and tracking seamlessly, without any pre-requisite technical knowledge. For Frieder, there is no longer a feeling that online tools are a stop-gap solution during the pandemic. Tools like the cBook let him embrace these methods in the long run.

“In the Negotiation Book backend, there will be a time frame which can be combined with Artificial Intelligence. For instance, one week before a negotiation is to take place, the AI will send the trainee notifications, reminding him or her of the steps in the training which are still to be addressed, and ask is they need any kind of additional assistance. This will help in keeping deadlines, to improve the retention, and keep me, as the trainer, updated in real-time of the progress that my learners are making.”

Frieder is currently working with the cBook Team to develop a solution based on cBook called the Negotiation Book. It is a digital booklet that covers the complete process on the preparation of a negotiation. In the negotiations that Frieder coaches, for every module, one will have the power to follow how much of the data is already fed in, what is missing and how much the trainee has progressed. cBook is a great tool that helps to have an overview for not only the trainer, but also the trainees, as it keeps track of what has been completed, and what still has to be done, to be ready for the tough negotiation situation. And with the Negotiation Book, it will be taken to another level.

“The COVID pandemic has offered the opportunity for businesses to look inward. It has presented THE pressing need to move organisations towards an online approach, not only in coaching but also with corporate functions. And now, I feel that with most of my trainings and professional interactions… I wouldn’t want to do it any other way. This is the way to go.”


To conclude, Frieder often uses a hypothetical scenario to describe the conundrum of any difficult negotiation situation. Imagine that you are driving late at night in a convertible with only one vacant seat next to you. It’s raining cats and dogs, and suddenly you come across a bus stop with a 3 stranded individuals; one is an old friend who had helped you out of a dire situation once and you never got the chance to thank him appropriately for it; another a lovely man or lady whom you can’t keep your eyes off, and lastly, a sick old lady who needs urgent medical attention. Whom do YOU help?

On the micro level, with emotional involvement and a lack of overview and perspective, there is only one solution that fits each one. Every person will have their own ‘perfect solution’, which takes care of their own aspirations, based on their personality, circumstances and needs.

But only if you zoom out to the meta level, when you view the situation from an emotionally detached distance, you might have a solution that fits for all, i.e., give the car to the friend, ask him to take the old lady to the hospital, and spend a rainy night with the lovely lady/guy waiting for the bus together.

This is same prism through which one can evaluate that moving with the times, i.e. reacting to the pandemic to build a future-proof online system, and employing the right comprehensive tools to do so. For Frieder, this is the cBook.

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