Skip To The Main Content

Element 2
Negotiations on the Edge
Strategy & Tactics


This seminar allows you to deepen and practice the lessons learned in “Negotiations on the Edge—the 7 Principles” using your own case studies. In this seminar we will discuss and analyze real-life cases, which will be re-enacted through roleplay. We will develop individual guidelines for each negotiation.

​Content

1. GOAL DEFINITION FOR COMPLEX NEGOTIATIONS
  • LTN – License to Negotiate
  • The 3 biggest mistakes in goal definition
  • Involving your company in the goal definition
2. Strategy
  • The 5 negotiation strategies
  • How to handle demands from the opposite side
  • How to prepare and introduce demands
3. Power
  • Power and powerlessness
  • The shop view
  • Using power deliberately
4. RelationshipS
  • How resilient are your relationships with the opposing party?
  • Maintaining short-term and long-term relationships
  • How to build relationships strategically
5. LEADERSHIP
  • Negotiation tactics for difficult situations
  • Negotiating as a team
  • Managing aggression
6. CREATING DELIBERATE DEADLOCKS
  • Why a deadlock is necessary
  • Deliberately creating a deadlock
  • Ways to resolve a deadlock
7. BRIEFING AND DE-BRIEFING
  • Your personal strengths and weaknesses profile
  • Customized advice for your negotiation
  • Your development plan to become a professional negotiator

Who should attend?

Participants must have attended ELEMENT 1 first. As preparation for ELEMENT 2, we ask you to prepare a case study of a difficult negotiation. We would like to point out that you agree to abide by our confidentiality rules before you come to the seminar and will not disclose to third parties any content discussed during the course of the training.

Instructor

Matthias Schranner

Language

  • German Munich Vienna Zurich
  • English  London

​Time & Place