… for all in Human Resource Management

Negotiation training for all who negotiate with employees and colleagues.


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

Special topic – “Negotiating with complicated characters under the most difficult conditions”

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

  • What does the success of a negotiation depend on?
  • Strategy, tactics and style in (salary) negotiations
  • Enforcement versus agreement
  • Workshop and exchange of experience: Development of a guideline for the preparation of negotiations
  • The EVEREST-Methode® for optimal planning of your negotiation
  • Preparation of a powerful argumentation: rehearsing successful argumentation techniques
  • Counter-argumentation: mastering chains of argumentation and objection techniques
  • Tools with which the position of power can be evaluated and influenced
  • Tactics kit: starting the conversation, appearance, price anchor (salary, severance pay), atmosphere, organisation, style and other tactical elements
  • The first impression: appear confident
  • From the right small talk to a successful graduation technique
  • Conducting discussions and negotiations in all phases of the negotiation
  • Represent sums (salary) confidently
  • Act correctly and haggle

Schwerpunkt:  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
  • Establish wavelength and conversation atmosphere
  • Empathy: reading, understanding and winning people over
  • The goals of the other: To ask the right questions and listen actively
  • Conversation control with transaction analysis
  • Charisma: myth or craft?
  • Appearance and effect: appearance, body language, voice and business behaviour
  • Sovereignty and self-confidence
  • From charming to biting: the repertoire of the master
  • Dealing with different personality types
  • Personality in the test: Which personality type am I?
  • The personal negotiation style
  • Special features of contract, salary and other typical negotiations with applicants and employees
  • The seven best negotiation strategies
  • The tactics kit: the right tool for every negotiation
  • Recognizing and countering unfair negotiation techniques

Schwerpunkt:  2nd circle of the three topics

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Special topic: Negotiating with complicated characters under the most difficult conditions (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 negotiating positions
  • How do I deal with threats, manipulation and personal attacks?
  • How do I use manipulation techniques or ward them off?
  • Even in extreme situations: stay calm and confident
  • Dealing with difficult dialogue partners
  • Winning psychological battles
  • Anyone can learn it: quick-witted in any situation
  • Conflict resolution techniques

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