Beyond win-win
Two days, live training (off- or online)
You can use critical situations in negotiations and unfair techniques of the opposing side to your advantage through “tough negotiation” and achieve successful negotiation results without becoming unfair yourself.
Fundamentals of communication and negotiation
– Reasons for and objectives of negotiations
– Psychological aspects of communication behaviour
– Overview of common negotiation strategies
– Behaviour and motives
Preparation of difficult negotiations
– Content and organisational preparation
– Situation analysis
– Definition of objectives and selection of the right negotiation strategy
– Planning of strategy, implementation, appearance
– Participants for planning and implementation
Determined and confident demeanour
– 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
– Disruptions in communication
– Standstill in negotiations
Dealing with unfair negotiating partners
– Recognising unfair methods – from deception to personal attacks
– Defending against unfair attacks
– Motives and goals of the counterpart – psychological situation
– Quick-wittedness techniques
– Don’t be afraid of silence
– Manipulation and intimidation
Negotiating with monopolists
Practical implementation of “tough negotiations”
– Role plays, video analysis and feedback
– Course of the conversation, anomalies, results
– Use of gestures, facial expressions and argumentation
– Reaction and behaviour in the event of attacks
– Comparison of self-image and external image; potential for optimisation