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Element 3
​Negotiations on the Edge
Costly Mistakes


This seminar introduces you to the negotiation Scorecard®. You gain insight into how negotiation processes are controlled.

Content

THE “WIN-WIN” AGREEMENT AS THE PRIMARY GOAL
  • What really counts
  • On winning and losing
  • The end of win-win
GOOD CONTENT PREPARATION IS ESSENTIAL
  • Why preparing the contents too well will lead to defeat
  • Introducing unrealistic demands
  • Rhythm of Negotiation
OUR COMPANY IS PREPARED FOR ESCALATION
  • Team set-up according to FBI rules
  • When will the boss intercede?
  • Information embargo during the crisis
WE MUST ENSURE CLARITY EARLY ON
  • The danger of committing early
  • Saving and losing face
  • Window of Opportunity
WE HAVE THE POWER / WE ARE POWERLESS
  • Negotiating in the “driver’s seat”
  • Analysing the negotiation 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
  • Consistency vs. toughness
  • Single point of contact
  • Breaking off and resuming the negotiation

Who should attend?

Participants must have attended ELEMENT 2.  

Language

  • German Munich Vienna Zurich
  • English London

​instructor


​Time & Place