You are here: ENBetter NegotiatingNegotiation TrainingBetter Negotiation 1

You Win More When Both Sides Win 

Better Negotiation 1 - Basics of Cooperative Negotiation

Objective arguments and simple persuasion are often not enough if both negotiating partners are pursuing different goals and business interests. You have only negotiated well if your negotiating partner wants to negotiate with you again in the future. The Harvard concept is a globally proven strategy that will help you develop and consolidate your individual negotiating skills. It has proven itself as a negotiation strategy to get you out of even the most difficult situations.

A research team at Harvard University has spent years observing a wide range of negotiations, from simple everyday problems to the most difficult high-level negotiations. All successful negotiations were based on 5 principles.
These 5 principles, consistently implemented, guarantee long-term negotiation success and thus a long-term customer relationship.

  • 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

  • What distinguishes open negotiation according to the Harvard method from other methods?
  • Conducting tough factual negotiations on the basis of a cooperative attitude
  • Treating people and problems separately
  • Focusing on interests, not positions
  • Developing mutually beneficial solutions
  • Develop neutral assessment criteria
  • Knowing the best alternative to the desired negotiation objective
  • Dealing with "dirty tricks"

  • Trainer input
  • Video-supported role plays
  • Re-enactment of negotiation situations from everyday life

Do you have any questions? Please feel free to contact us!

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)
© C-TO-BE. THE COACHING COMPANY | Seeuferstraße 59 | 82541 Ambach - Münsing | Tel.: +49 8177 / 99 85 458 |