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Element 2
Negotiations on the Edge
Strategy & Tactics


This seminar allows you to deepen your knowledge from “Negotiations on the edge—the 7 principles” and to combine it with your own case studies. The seminar discusses and analyses actual negotiation cases, which will then be deepened through roleplay. We will develop an individual guideline for each negotiation.

​Content

1. GOAL DEFINITION FOR COMPLEX NEGOTIATIONS
  • LTN – License to Negotiate
  • The 3 biggest mistakes in goal definitions
  • Involving your company in the goal definition
2. Strategy
  • The 5 negotiation strategies
  • How to handle demands from your opponent
  • How to prepare and introduce demand
3. Power
  • Power and powerlessness
  • The shop view
  • Using power deliberately
4. Relationship
  • 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. CREATE A DELIBERATE DEADLOCK
  • Why the deadlock is necessary
  • Deliberately creating a deadlock
  • Ways to resolve a deadlock
7. BRIEFING AND DE-BRIEFING
  • Your personal strengths and weaknesses profile
  • Custom advice for your negotiation
  • Your development plan to become a professional negotiator

Who should attend?

Participants must have attended ELEMENT 1. It is required that you prepare a difficult negotiation case. 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.

Language

  • German Munich Vienna Zurich
  • English  London

​​Instructor


​Time & Place