Seminar details

Strategy and Tactics in Leading Negotiations

Your Benefit

For important and long term business relationships successful negotiation means more than simply pushing your own interests through. Necessary are efficient and flexible strategies that allows for the position, interests and negotiation strategies of both you and your partners. Opposite interest attract and a win/win situation is the best guarantee for a satisfactory and co-operative situation. Remaining consistent and firm while never losing your ‘human side,’ is another aspect to be addressed in this negotiation training seminar.

Communication techniques for successful negotiations will be presented, including the ‘Harvard Concept,’ and you will learn how to bring across your position in a convincing and advantageous manner as well as accurately predicting the standpoint of your partner and, as much as possible, identifying compromises of mutual interest. You will have an opportunity to practice implementing goal oriented argumentation techniques and coping methods for dealing with difficult negotiation partners and meeting the objections of the other side.

Contents

  • Fundamentals of various negotiation concepts including the ‘Harvard Concept’
  • Setting goals, choosing and planning your negotiating strategy
  • Preparation checklist for the anticipated strategy, position and tactics of your negotiation partner
  • Determining your negotiation style and prognosis and that of your partner using various models, including the persolog® Personality Profile
  • The phases and steering of the negotiation process
  • Goal oriented implementation of questioning techniques
  • Advantage oriented argumentation
  • Defence against unfair strategies, objections, tricks, manipulation and ‘killer sentences’
  • Disarming difficult negotiation partners
  • Concluding successful negotiations

Target Group

Management and Leadership from all areas with a desire to confidently master negotiation situations

Method

Precise Trainer Input, simulation of various negotiation situations (with use of video) group and individual work, exchange and reflection on experience
Dates 2012 Venue Trainer  
02.07.2012 - 03.07.2012 Berlin Jörg Schneider Enroll Now
25.09.2012 - 26.09.2012 Erfurt Jörg Schneider Enroll Now
29.11.2012 - 30.11.2012 Hamburg Jörg Schneider Enroll Now

Information

Seminar number: C17

Price: 1.160,00 € plus VAT

Max. Participants: 10

Seminar Hours: 9 a.m. - 5 p.m.

Seminar language: German

Specifics:
Paketpreis C17 und C18
1.860,00 € zzgl. MwSt.