Seminar \ nr. 17615

Schulung - Successful Negotiating Strategies

  • 3 Tage
  • Präsenztraining
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Seminar Nr. : 17615
Dauer : 3 Tage (18 Stunden)

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On-demand Training

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After completing this seminar, you will be in a better position to plan negotiations, to conduct them systematically and to conclude them successfully. You will have learned how to negotiate pragmatically, insist on objective criteria and reach a fair and reasonable agreement.


Wer sollte teilnehmen:


Project and team leaders, executive and junior executive personnel, all staff members involved in negotiations.


Adequate command of English.



Negotiating concepts:
Harvard - Thomas Gordon's manager conference - Win-win - Other

Negotiation strategies:

The Bermuda triangle - Preparing negotiations systematically - Developing strategies - Working out the strategies of the other negotiating party

Negotiation phases:

Preparation and objectives - Opening strategy - Exchanging information - Discussion - Agreement - Conclusion and implementation plan

Reaching a joint decision:

Objective decision criteria - Final alternatives - Bringing negotiations to a joint conclusion

Positions and attitudes:

Rudiments of human interaction - Reflecting on one's own behavioural habits - Self-fulfilling prophecies

Conducting talks in difficult situations:

Alignment with the other party - Establishing contact - Distinguishing logical levels - Rules of partner-centered feedback - Negotiations with several participants



Presentation, discussion, individual and group work, video recordings and analyses.

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