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- Better Negotiating
You Win More When Both Sides Win
Better Negotiating 1 – Basics of Cooperative Negotiation
Objective arguments and pure persuasive power are often not enough when negotiation partners pursue different goals and interests. A negotiation can be considered successful when the other party is willing to work with you again in the future.
The Harvard Concept is a globally recognized negotiation strategy that helps you systematically develop your negotiation skills and remain capable of acting even in challenging situations.
Based on extensive analysis of negotiations – ranging from everyday problems to highly complex, high-level negotiations – five core principles have been identified that lead to sustainable negotiation success and long-term customer relationships.
The Harvard Concept is a globally recognized negotiation strategy that helps you systematically develop your negotiation skills and remain capable of acting even in challenging situations.
Based on extensive analysis of negotiations – ranging from everyday problems to highly complex, high-level negotiations – five core principles have been identified that lead to sustainable negotiation success and long-term customer relationships.
The 5 principles of successful negotiation:
- Principle 1: Treat people and problems separately
- Principle 2: Concentrate on interests, not positions
- Principle 3: Develop many options first, evaluate, and decide later
- Principle 4: Insist on the application of neutral evaluation criteria
- Principle 5: Decide by comparison with your plan B
Contents of the Training
- Fundamentals of the Harvard Negotiation Method and how it differs from other approaches
- Systematic preparation and structuring of negotiations
- Application of cooperative communication techniques in demanding situations
- Development of sustainable win-win solutions in practice
- Strategic use of negotiation alternatives (BATNA)
- Professional handling of unfair negotiation tactics (“dirty tricks”)
Open Training
Location: Munich area
Next date: 24–25 September 2026
Price: €1,890 per person
Group size: Small group with a maximum of 8 participants
Included in the price: Participant training materials, certificate of participation, lunch and coffee breaks
Optional: 30-minute online transfer coaching session after the training
Do you have any questions or would you like to register? Feel free to get in touch!
Training OFFERS
We report on current topics in our blog - take a look!
Book tips
For anyone wanting to deepen their knowledge, we recommend the specialist literature from C-TO-BE. Order directly from us now.Virtual Negotiation. An Optimal Approach to Online Negotiations
Better Negotiating. The Training Book
Flexibel verhandeln. Die vier Fälle der NEGO-Strategie (German version)
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