Negotiations on the Edge
Element 1: The 7 Principles

OBJECTIVE

You will learn the principles of difficult negotiation and will find out how to control yourself and your negotiation partner.  

CONTENTS

1. Goal – Strategy – Tactic
   
   • Definitions for your goals in difficult negotiations    
   • Strategic vs. intuitive negotiation
   • 10 successful negotiation techniques
2. Beginning
   • The affective phase at the beginning of the negotiation
   • Dealing with unjustified demands
   • What should you do with threats?
3. Analysing the negotiation partner
   
   • Analyse the motives behind the positions
   • Police and FBI negotiation tactics
   • Why your negotiation partner needs to win
4. Leading the negotiation            
   
   • Negotiating with irrational partners      
   • Proper behaviour during a stress situation
   • Stabilise the negotiation partner
5. Team    
   
   • Set up your own team following FBI rules   
   • Negotiating with groups
   • The role of an executive   
6. Resolving a deadlock      
   
   • Warning vs. threat
   • Commonalities vs. opposites
   • The fire-fighter uniform 
7. Settlement or break-off
   • Written formulations for the agreement
   • Breaking off? If yes, how?    
   • The 5 ways out of a deadlock

WHO SHOULD ATTEND?   

Managers responsible for high-stakes negotiations.

Language

• German Munich Vienna Zurich
• English New York London Hong Kong