Target Group
All employees and managers who negotiate in or for their companies: Managing directors and the self-employed, sales staff and purchasers, managers, and project managers with the aim of conducting negotiations professionally. The training is suitable for newcomers to negotiation as well as for negotiation professionals who want to develop and review their conceptual, methodological and professional skills.
Contents of the TrainingModule 1 Basics of negotiation
- What is a negotiation?
- The negotiation process
- Preparation of a negotiation
- The two main negotiation styles: cooperative and competitive
- Communication in the negotiation
- The power of language
- Professional questioning techniques
- Arguing and convincing
- Body language in negotiations
- Concluding the negotiation
Module 2 Cooperative negotiation according to the Harvard concept
- Finding agreements in the interests of both sides
- How to separate the person from the issue
- How to focus on interests instead of positions
- How to create value - increasing the size of the cake together
- How to ensure fairness - setting objective criteria and transparent standards
- Why your plan B is important - Knowing the best alternatives
Module 3 Dealing with difficult negotiating partners
- Negotiating competitively
- Dealing with negotiating power
- Concession rules
- Negotiation tricks
- Bargaining and bazaar negotiations
- Price negotiations
- Negotiating with monopolists
- When the negotiation becomes difficult/unfair
- De-escalation strategies according to the Harvard concept II: "Getting Past No"
Module 4 NEGO Life
- COOPETITION - How to cooperate AND compete in a negotiation
- The psychology of influence according to Robert Cialdini
- Recognizing and fending off manipulation techniques
- Differences between internal and external negotiations
- Dynamics of negotiations with several parties
- Maintaining an overview in complex negotiations
- Negotiating confidently in an international environment
- Conducting negotiations in English
- Managing intercultural differences
Methods
- Four two-day modules (or 3 x 3 days) with a focus on teaching core competencies
- Theoretical input on specialist topics from the trainers
- Exchange of experience, group work, and self-reflection
- Negotiation simulation with business actors on request
- Video recording and analysis of negotiations
- Preparation and analysis of participants' own negotiation cases
- Creation of an action plan for their own practice
- All participants will receive a copy of Jutta Portner's book: "Better Negotiating" as a training aid