Negotiation Training Recognizing unfair strategies and learning to counter

29.09.2017 - 30.09.2017, Raum Karlsruhe

Negotiations are ever-present in our professional as well as in our personal lives: Sometimes they’re about single details and from time to time about things as a whole. At times they only concern facts and figures and at others strategies and budgets are at stake.

Appropriate negotiation techniques enable you to experience a change in perspective. You reach your objective without “defeating” your “adversary”. This means you create the ideal prerequisites for successful and long-term working relationships.

In this seminar you get to know techniques and attitudes in order to achieve the best possible negotiation results. You gain confidence and clarity as well as strengthening your negotiation skills.

  • Preparing a negotiation
  • Structured negotiations
  • Training of relevant techniques
  • Factual logic and psycho-logic in negotiations
  • Confidence during negotiations; even in difficult situations
  • Psychology of negotiations
    Structural conflicts
    Recognizing conflict triggers
    Overcoming mental blocks
    Wavelength: rapport techniques and “yes” set
    Linking of factual contents with emotional levels
  • Goal-oriented preparation of negotiations
    Lack of preparation
    Preparation phases
    Accurately assessing negotiation partners
    The objective behind your negotiation partner’s objective
    Setting priorities
  • The art of questioning
    Questions – nothing but questions
    Precisely please
    Overcoming mental blocks
  • The win-win approach
    Goal and partner-oriented negotiating
    Harvard principle
    The candle method
  • Successful creation of negotiation phases
    Establishment phase questions
    Questions about options
    Questions about strategic alternatives
    Questions for preparing fairness criteria
    “Good” and “bad” news
    Negotiation partners, negotiation types
    Carrying out the negotiation
  • Needs analysis
    Examples of questions
    Differences between needs
  • Benefit-oriented negotiations
    Place benefits in the foreground
    Structure of benefits reasoning
    Creative reasoning in sales
    Added values
  • Obstacles in negotiations
    Dead ends
    Dealing with negotiation tricks
    Dealing with objections
    Making use of customer objections
    Overcoming clashes of interests more easily
  • Strategy and tactics of professional negotiating
    Negotiation roles in day-to-day business
    Opening tactics
    Tit for tat
    Negotiation tactics
    Counter arguments
  • Conclusion
    Recognizing buying signals
    Non-manipulative conclusion techniques
    The thermometer conclusion
  • Practical training
    Collection and selection of real-life issues
    Group work and reflection
    Meeting and moderation training
    Self-perception, perception of others, feedback
  • Implementation strategies
    The golden rules
    Typical mistakes
    Errors in reasoning
    Practical tips for conducting negotiations
  • Interactive impulses from psychology, leadership and conflict research
  • Experience-oriented, interactive communication exercises
  • Real-life case studies
  • Process-oriented individual, pair and group work
  • Dialogues and exchange of experiences between participants
  • Plenary reflection, discussion and reflecting teams
  • Short Mind&More exercises for relaxing and conducting brain-friendly work
  • Check lists and guidelines
  • Use of metaphors, symbols and storytelling
  • Transfer planning
  • € 1,280,00 (plus VAT)
  • Participation in seminar
  • Seminar handouts in M2M file
  • Conference package (conference room, lunch and 2 coffee breaks)

Back Anmeldung


  • 29.09.2017 - 30.09.2017
  • Raum Karlsruhe
  • 2 days (10.00 – 17.30, 8.30 – 16.00)
  • 1.280.00 € (plus VAT)

Jedes Seminar kann auch als firmeninternes Inhouse-Seminar gebucht werden.

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