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Element 3
​Negotiations on the Edge
Costly Mistakes


ELEMENT 3 will introduce the negotiation Scorecard®. You will learn how to fully control negotiation processes from start to finish.

Content

A “WIN-WIN” AGREEMENT IS THE PRIMARY GOAL
  • What really counts
  • On winning and losing
  • The end of win-win
PREPARING CONTENT IS ESSENTIAL
  • Why preparing too well will lead to defeat
  • Introducing unrealistic demands
  • Rhythm of Negotiation (RON)
OUR COMPANY IS PREPARED FOR ESCALATION
  • Team set-up according to FBI rules
  • When does the boss get involved?
  • Information embargo during a crisis
WE NEED CLARITY EARLY ON
  • The dangers of committing too early
  • Saving and losing face
  • Window of opportunity
WE HAVE THE POWER / WE ARE POWERLESS
  • Negotiating from the “driver’s seat”
  • Analyzing negotiating power
  • When your opponent has the power
NEGOTIATING IS AN INTUITIVE MATTER
  • Pragmatism vs. principles
  • The most important tactics
  • When intuition leads to failure
avoiding  deadlocks
  • Being consistent vs. being tough
  • Single point of contact
  • Breaking off/resuming negotiations

Who should attend?

Participants must have attended ELEMENT 2.  

Language

  • German Munich Vienna Zurich
  • English London

​instructor


​Time & Place