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“En Garde!”—What Business Negotiators Could Learn from an épée Fencing Champion

In: The Nature of Purchasing

Author

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  • Pascal Fournier
  • Britta Heidemann

Abstract

Being worlds apart at first sight, at a closer look épée fencing and purchase talks indeed seem to have much in common. In business negotiations as in a duel, two sides compete, two sides circle each other warily, trying to guess the other one’s next move, waiting for the right moment to take the offensive while always being prepared for defence—and finally: there will be only one winner. Therefore, from mental and physical preparation to tactics during a repartee, from assessing own and opposing capacities to considering appropriate timing for attack or defence: there are plenty of lessons to learn for a business negotiator from the experiences of a European, World and Olympic champion.

Suggested Citation

  • Pascal Fournier & Britta Heidemann, 2020. "“En Garde!”—What Business Negotiators Could Learn from an épée Fencing Champion," Management for Professionals, in: Florian Schupp & Heiko Wöhner (ed.), The Nature of Purchasing, pages 151-159, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-030-43502-8_6
    DOI: 10.1007/978-3-030-43502-8_6
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