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  • Intuition

    Negotiating is not a matter of intuition. Difficult negotiations require strategy and tactic. Following your gut feeling in a difficult negotiation is very risky.
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  • Dealmaker

    Many negotiations will see dealmakers and “realmakers” come in at different times. Dealmakers want a deal at any cost, which is often associated with immense risks. Dealmakers therefore need close supervision by the decision maker to avoid surprises.
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  • Defining objectives

    Every negotiation needs a clearly defined objective. Try to formulate a clearly defined landing zone rather than a precise objective. This will allow you to remain flexible at all times during negotiations.
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  • Listening

    Listen to your negotiating partner and refrain from drawing your own conclusions while they are still speaking. Only by listening intently will you absorb crucial information.
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  • ZOPA - Zone of possible Agreement

    The ZOPA – Zone of Possible Agreement – is the space in which an agreement is possible and defines your room for manoeuvre.
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  • Time

    Time is a crucial element in any negotiation. Don’t lose control over time. Plan your negotiations, including how much time you want to spend on any given topic. A lead negotiator is the time keeper – until the very last second of the negotiation.
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  • Win-Win

    In our experience, there is no win-win in difficult negotiations. In difficult negotiations, there is a clash of interests. In this conflict, neither side can get their way. However, a halfway house is often a win for both parties on the surface only.
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  • Body language

    When observing your negotiating partner’s body language, pay attention to the changes rather than their static pose. What are the changes your actions trigger in them?
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  • Negotiator

    The Negotiator is the single point of contact for your negotiating partner. If the Negotiator can no longer fulfil the obligations of his/her role, he/she needs to be exchanged.
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  • Negotiator profile

    Knowledge is power – in every negotiation. The more you know about the negotiator across the table, the better. Develop a profile of your negotiating partner ahead of the negotiation.
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Program 2019

Program 2019 EN