Negotiation Training

Negotiation theory

• Overview of negotiation strategies
• Flexibility as an inner attitude
• The art of compromise in negotiations

Preparing for negotiations

• Developing a negotiation structure
• Defining milestones, goals and negotiation margins
• Analysis of interests and expected demands
• Developing a plan A, B and C

Phases and sequence of negotiations

• Entering negotiations and positioning
• Understanding power relations between negotiating partners
• Analysing negotiating tactics and adapting negotiating style
• Developing solutions and initiating negotiation outcomes

Negotiation techniques

• Negotiation concepts: Harvard, FBI, Win-Win
• Dealing with objections and resistance
• Manipulative negotiation techniques
• Actively shaping the framework conditions

Strategic discussion management

• Questioning techniques and active listening
• Summarising to steer conversations
• Dealing with trained negotiators
• Distribution of competences and roles in teams during team negotiations

Psychology of negotiation

• Basic principles of negotiation psychology
• Building rapport and creating trust
• Considering factual, situational and human factors of influence
• Detecting bluffing and manipulation

In your negotiations, you want to be in a position to steer the course of the conversation and the outcome in your favour. For this purpose, you will get to know your negotiating partner, their goals and negotiation strategy in order to be able to negotiate on the basis of this knowledge in a result-oriented way. In this seminar you will train the necessary methods to lead your negotiations to a successful result:

• You will master the most important negotiation strategies
• You will make strategic preparations for your negotiations
• You react flexibly to the tactics of your negotiating partner
• You will master negotiating tricks and manipulation attempts
• You influence the course of the conversation and achieve your goals

Input from our trainers, short presentations and practical exercises are the starting point of this seminar to develop the most important negotiation methods. This is followed by practical simulations of different negotiation scenarios in which the negotiation techniques are applied and consolidated. This is followed by a reflection on the role plays by means of feedback from the trainer, the group and, if desired, by video analysis. Group discussions, individual and partner work complete the coaching. As a follow-up to what has been learned, training materials with exercises are handed out to the participants, which enable them to train the various areas of competence even after the negotiation training.

Our training is aimed at specialists and managers who regularly conduct negotiations, e.g. in the context of purchasing processes, and who want to acquire the basics of successful negotiation. Management staff, department heads, etc. - Participants who have already gained practical experience in negotiating situations but still need solid tactics to be able to act in a targeted and results-oriented manner are addressed.

Would you prefer to hold the seminar directly in your company as an in-house training? This is of course possible with us as a seminar provider! We will be happy to prepare an individual offer that meets your content priorities, your specified time frame and other wishes. You are welcome to enquire about your negotiation training: kontakt@drgkitzmann-akademie.de

1. meet face to face: In times of telephone and video conferencing, many negotiations no longer take place in person. If you can help shape the set-up of your negotiations, try to set up a face-to-face meeting to better observe your counterpart's behaviour and better assess the negotiation type. Remember that your counterpart sends you numerous signals through gestures, facial expressions and body language that you can use to your advantage. You will learn about these during our negotiation training. Be aware that in a face-to-face meeting you are also revealing information. 2.

Listen: Many people are under the misconception that speaking for a long time in negotiation situations is a guarantee of presence and leadership. The more your negotiation partner talks, the more time you gain to reflect on your negotiation strategy and, if necessary, adapt your arguments to the current situation.

React calmly to confrontations: Provocations and personal attacks may not be uttered by your counterpart due to uncontrollable emotions, but may be part of a negotiation tactic. Becoming aware of this possible strategy in our negotiation training helps you to remain calm and composed in such difficult situations.

Plan a time window for delays: Negotiating under time pressure and stress is difficult and unfocused. Always try to influence the scheduling of your negotiations so that, for example, as a buyer, you do not deprive yourself of the chance of a successful purchase at the desired savings target. This way you have enough time beforehand to mentally tune in and prepare for the negotiation. If, however, contrary to expectations, the negotiations take longer than planned, you will not be in the position of having to break off at an important moment for you as a buyer.

In our seminar we show you how to conduct your negotiation according to the Harvard principle. The Harvard Principle does not aim at the classic compromise, but rather at negotiating in a way that maximises mutual benefits in a constructive and peaceful manner. The approach provides for four aspects to be taken into account by the negotiating leaders:

• relationship and issue levels are to be treated separately from each other
• the focus is not on the position, but on the concerns of the negotiating participants
• different decision-making options are provided for
• the decision options are assessed on the basis of objective criteria. The assessment criteria must lead to a decision that preserves the relationship and can be reached in a time-efficient manner. In addition, the respective motives are taken into account