In negotiations, different interests of the negotiating partners come together, but the participants always strive for a constructive conclusion to the talks. For you as a negotiator, successful negotiation goes beyond correct argumentation. You will define your negotiation strategy, react flexibly to unforeseen events and use negotiation skills effectively to influence the course of the discussion confidently in the direction of your goals. This seminar provides you with the necessary skills for successful negotiation.
Contents: Negotiation training
The basics of negotiation
An 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 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 as a means of steering the conversation
Dealing with trained negotiators
Distribution of roles and competences in negotiating teams
Psychology of negotiation
Basic principles of negotiation psychology
Building relationships and creating trust
Considering factual, situational and human factors of influence
Detecting bluffing and manipulation
Your benefit of the negotiation training
In your negotiations, you want to be in a position to steer the course of the conversation and the outcome in your favour. To this end, 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 results-oriented manner. 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
Methodology and didactics: Negotiation training
Trainer input, short presentations and partner exercises are the starting point of this training 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, enabling them to train their negotiation skills even after the event.
Target group: Negotiation training
This training is aimed at professionals and managers who regularly conduct negotiations and want to learn the basics of successful negotiation. It is aimed at participants who have already gained practical experience in negotiating situations but still need solid tactics to be able to act in a more goal- and result-oriented way.
Would you like to hold the negotiation training in your company as an in-house seminar? That is of course possible! We will be happy to prepare an individual offer that meets your content priorities, your specified time frame and other wishes. Please send your in-house enquiry to: firstname.lastname@example.org
4 negotiation tips from our negotiation training course
1. negotiate 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 the behaviour of your counterparts. Remember that your counterpart sends you numerous signals through gestures, facial expressions and body language that you can use to your advantage. Be aware that in a face-to-face meeting you are also revealing information. 2.
Listen: Many people are under the misconception that speaking a lot in a negotiation situation is a guarantee of presence and leadership. The more your negotiating partner talks, the more time you gain to reflect on your negotiating 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. Being aware of this possible strategy in our training helps you to remain calm and composed in such difficult situations. 4.
4 Plan for time buffers: Negotiating under time pressure and stress is difficult and unfocused. Always try to influence the scheduling of your negotiations. This will give you enough time to prepare yourself mentally for the negotiation. If, on the other hand, the negotiations should unexpectedly 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.
How do I negotiate in negotiation training according to the Harvard concept?
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
The evaluations of our seminars, webinars and workshops are given by the training participants. Following each training event, participants provide written feedback via a digital questionnaire. The customer testimonials mentioned on our website are also taken from these questionnaires.
Calculation of the overall evaluation
The total of eight evaluation criteria, which are collected by means of a questionnaire, result proportionately in the calculated overall evaluation.
I was very satisfied with the professional competence of the seminar leaders!
D. Thaler, THIEN eDrives GmbH
Besonders gut hat mir an diesem Training die praxisnahe Behandlung von konkreten Verhandlungssituationen gefallen.
D. Hahmann, Sanitätshaus Müller Betten GmbH & Co. KG