Successful Negotiations Training

Understanding negotiations:

• Phases of negotiations and meetings
• Five important aspects for every negotiation
• The important differentiation between short- and long-term results
• Concepts for negotiations: Harvard Concept, non-directive concept by Carl Rogers, the win-win concept by Thomas Gordon

Managing negotiations:

• Developing negotiation strategies
• The search for integrating solutions for negotiations
• Traps and dead ends during negotiations
• Important methods of meeting and conference techniques
• How to ensure results
• Minutes, Summary Record and Report

Self-awareness and interpersonal dynamics:

• The important role of emotions in negotiations and meetings
• The influence of certain personality traits of the participants
• Objective and rational or emotional and aggressive?
• How to deal with difficult opponents
• How to steer the tension level during negotiations
• Maintaining your standpoint while remaining friendly
• Negotiating with several partners