Negotiation Training of the Dr. G. Kitzmann Academy

Negotiation Training

With strategies and techniques to the negotiation goal
  • 21 dates
  • 10 cities
available dates
Seminar fee
980,00 EUR
(plus VAT)
Available as a webinar!

Description: Negotiation training

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 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 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.

Seminar Dates & Locations
Date
City
Fee
04.11.2021 - 05.11.2021
Berlin
980,00 EUR
11.11.2021 - 12.11.2021
Münster
980,00 EUR
18.11.2021 - 19.11.2021
Frankfurt
980,00 EUR
02.12.2021 - 03.12.2021
Leipzig
980,00 EUR
06.12.2021 - 07.12.2021
Munich
980,00 EUR
20.01.2022 - 21.01.2022
Webinar
980,00 EUR
10.02.2022 - 11.02.2022
Münster
980,00 EUR
14.02.2022 - 15.02.2022
Hanover
980,00 EUR
03.03.2022 - 04.03.2022
Frankfurt
980,00 EUR
24.03.2022 - 25.03.2022
Hamburg
980,00 EUR
28.03.2022 - 29.03.2022
Munich
980,00 EUR
05.05.2022 - 06.05.2022
Leipzig
980,00 EUR
09.05.2022 - 10.05.2022
Cologne
980,00 EUR
16.05.2022 - 17.05.2022
Webinar
980,00 EUR
09.06.2022 - 10.06.2022
Münster
980,00 EUR
13.06.2022 - 14.06.2022
Berlin
980,00 EUR
04.07.2022 - 05.07.2022
Stuttgart
980,00 EUR
05.09.2022 - 06.09.2022
Hamburg
980,00 EUR
15.09.2022 - 16.09.2022
Frankfurt
980,00 EUR
19.09.2022 - 20.09.2022
Webinar
980,00 EUR
22.09.2022 - 23.09.2022
Hanover
980,00 EUR

Request negotiation training as an in-house seminar

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: kontakt@drgkitzmann-akademie.de

further recommendations on "Negotiation Training

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

Registration for the event: Negotiation Training