Schulung: Successful Negotiating Strategies
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.
Harvard - Thomas Gordon's manager conference - Win-win - Other
The Bermuda triangle - Preparing negotiations systematically - Developing strategies - Working out the strategies of the other negotiating party
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
Wer sollte teilnehmen:
Project and team leaders, executive and junior executive personnel, all staff members involved in negotiations.
Adequate command of English.
Presentation, discussion, individual and group work, video recordings and analyses.