In-house training:
Negotiation Intensive Course (3 days)
Seminar objective:
The intensive course teaches essentially the same topics and questions as the shorter negotiation course, but on an additional workshop day and in smaller groups, participants have the opportunity to simulate their own (prepared) case studies with different partners from the group, thereby optimizing their own negotiation structure step by step in critical negotiation phases.
Typical topics and questions:
- Initial situations: What is it all about in concrete terms?
- Own and external expectations of the negotiation
- Systemic view: framework conditions and background of the negotiation
- Power imbalances and their correction
- Setting goals and limits before the trial
- Classic negotiation: Struggle of wills for positions
- Negotiation phases in classical negotiations
- Preparation and opening of negotiations
- Factual negotiation strategies: Reconciliation of interests
- Preparation for negotiations
- Recognizing and fending off unfair negotiating tactics
- Special subject areas (TN request) e.g.
- Price negotiations
- Complaint negotiations
- group bargaining
- ...
- Negotiation simulations
Training methods:
- Theory input
- Exercises
- Group discussions
- Case studies
- Video analysis (upon request)
Special features:
Due to the high proportion of exercises, the number of participants per group is limited to a maximum of 6-8 persons.