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  • Warning

    If your negotiating partner shows resistance or escalates the conflict, warn them. Be concrete, be forceful, but always show respect.
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  • Preparation

    Preparation is paramount to successful negotiations. Prepare mentally as well as on the content and stratey. Analyze your negotiating parter in detail. Prepare extensively before entering negotiations so you can focus on your negotiating partner during negotiations.
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  • Contradictions

    Exploit your negotiating partner’s contradictions. Write them down and use them in the right moment – state the contradiction and then remain silent. Ideally, the other party will clarify the contradiction, which will allow you to gain a better understanding of their motives.
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  • Informer

    Informers in the ranks of your negotiating partner can be very handy. Maintain regular contact and try to build them up long before an upcoming negotiation.
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  • Negotiating team

    Ideally, you never negotiate alone – use your team’s combined power. Your team is made of the Negotiator, the Commander and the Decision Maker. The latter makes the final decision abou tthe agreement and has overall responsibility.
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  • Is negotiation a sensible option?

    You alone need to decide if negotiations are the right option to resolve a conflict. One of the most useful decision aids is to ask yourself what would happen if you did nothing.
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  • Content of negotiation

    Find out pre-negotiation which questions/issues your negotiating partner will want to talk about. Try to understand their motives and make a list – what must be negotiated, what is optional?
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  • Unpleasant negotiating partners

    Do you find your negotiating partner unpleasant? Think twice. This may only be your personal impression and that is not necessarily correct. Try to give them a second chance always.
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Program 2019

Program 2019 EN

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