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.