… for all who negotiate with suppliers

Negotiation training for buyers and all others who negotiate with suppliers.


Part 1 – Negotiation techniques – “Toolbox for strategy and tactics”
Part 2 – Psychology in negotiations – “reading people, understanding them, winning them over”
Part 3 – Personal development – “The professional negotiator”

Special topic – Negotiating with monopolists or overpowering partners

Special topic – “Tough bargaining: Where win-win stops”

Special topic – “Intercultural Negotiations”

Part 1 – Techniques of negotiation:
Toolbox for strategy and tactics
(two days)

  • Success factors of negotiation
  • Tough negotiation versus win-win
  • Workshop and exchange of experience: Development of a guideline for the preparation of negotiations
  • With the EVEREST-Methode®  to the appropriate architecture/structure for your negotiation
  • Rehearse successful argumentation and objection techniques
  • Tools for evaluating and influencing the position of power
  • The right negotiation strategy: from hard to win-win
  • Tactic building block: start of conversation, appearance, atmosphere, organisation, style
  • The first impression: appear confident
  • Conducting talks and negotiations in all phases of the negotiation
  • From the right small talk to a successful graduation technique
  • Act and haggle correctly
  • Workshop: Specifics of price, complaint, contract and other typical purchase negotiations

Focus:  1st circle of the three topics

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Part 2 – Psychology in negotiations:
Reading, understanding and winning people over
(two days)

  • The EVEREST-Methode® as a basis for conversation control
  • How do I create a wavelength and atmosphere of conversation?
  • Empathy: reading, understanding and winning people over
  • The goals of the other: To ask the right questions and listen actively
  • Techniques for conducting a conversation
  • Conversation control with transaction analysis
  • Charisma: myth or craft?
  • Appearance and effect: appearance, body language, voice and business behaviour
  • The right mindset: Demonstrating sovereignty, confidence and determination
  • Dealing and communicating with different personality types – and which personality type am I actually?
  • The personal negotiation style
  • The seven best negotiation strategies
  • Negotiating with each other vs. negotiating against each other
  • The tactics kit: the right tool for your negotiation
  • Objections and resistance from within the ranks: The Buying Center
  • Recognizing and countering unfair negotiation techniques

Focus:  2nd circle of the three topics

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Special topic: Negotiating with monopolists or overpowering partners (two days)

  • When the air gets thin: We perfect the EVEREST-Methode®
  • “Sell” credibility, sympathy and respect
  • Demonstrating power and showing strength
  • Tough on the border: Score with uncertainty of the negotiating partner
  • Use and influence the strategic negotiation positions
  • Looking over the shoulder of the seller
  • The dirty tricks of salesmen
  • The strategic tools of sales
  • Dealing with threats, manipulation and personal attacks
  • Ward off or use manipulation techniques
  • Use manipulation, suggestion and psychological influence
  • Remain calm and confident even in bottleneck situations
  • How do I deal with difficult conversation partners?
  • Winning psychological battles
  • What you can learn from NLP, hypnosis and other disciplines
  • Anyone can learn it: quick-witted in any situation
  • Conflict resolution techniques

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Special topic: Tough negotiations for buyers: Where win-win stops (two days)

  • Basics of communication and negotiation
    – Occasion and objectives of negotiations
    – Psychological aspects of communication behaviour
    – Overview of common negotiation strategies
    – Behaviour and motives
  • Preparation of difficult negotiations
    – Preparation of content and organization
    – Situationsanalysis
    – Definition of objectives and selection of the right negotiation strategy
    – Planning of strategy, implementation, appearance
    – Participants for planning and implementation
  • Determined and confident appearance
    – Body language, gestures, facial expressions
    – Credibility, determination, respect
    – Fairness, integrity
  • Critical situations
    – Dealing with objections
    – Defence against verbal and non-verbal attacks
    – Goal-oriented questioning techniques
    – Interference in communication
    – Deadlock in negotiations
  • Dealing with unfair negotiating partners
    – Identifying unfair methods – from deception to personal attack
    – Warding off unfair attacks
    – Motives and goals of the counterpart – psychological situation
    – Repartee techniques
    – No fear of silence
    – Manipulation and intimidation
  • Negotiating with monopolists
  • Practical implementation of “tough negotiations”
    – Role plays, video analysis and feedback
    – Course of conversation, anomalies, results
    – Use of gestures, facial expressions and argumentation
    – Reaction and behaviour during attacks
    – Comparison of self-image and external image; potential for optimisation

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