Individual training: Negotiation

In this face-to-face training course, you will learn how negotiation processes work and how to negotiate effectively in your professional life. You will learn about different negotiation styles and how to use them appropriately in different situations. You will develop conversation techniques and methods to achieve your goals actively, cooperatively and flexibly.

The training is tailored to your needs and offers a direct examination of your specific negotiation situations. With this individual training, you will receive tailor-made solution strategies and effective communication techniques that you can be apply immediately.

Please choose from these topics:

Preparation and Structuring – Building the Foundation

• Defining clear goals, interests, and success criteria.
• Preparing and structuring negotiations effectively.
• Distinguishing between positions, tradeables and underlying interests.

Negotiation Strategies and Styles

• The Harvard negotiation concept and interest-based negotiation.
• Recognising the limits of cooperation and knowing when to protect your position.
• Overview of negotiation styles – characteristics, tactics, strengths, and risks.
• Choosing and adapting your style depending on the situation and counterpart.

Psychology and Perception

• Psychological drivers behind decision-making.
• Cognitive biases, emotional dynamics, and perception filters in negotiations.
• Regulating emotions – your own and those of others.

Communication and Influence Skills

• Establishing rapport, trust, and credibility.
• Asking effective questions and guiding conversations.
• Structuring arguments clearly and persuasively.
• Adapting arguments and communication style to different personality types.

Language, Expression, and Presence

• Key phrases and functional language for professional negotiations in English.
• Structuring and pacing your speech for clarity and impact.
• Delivering difficult, critical, or sensitive messages professionally.
• Framing benefits so that all parties see value.

Relationship Management

• Investing in relationships as a long-term negotiation asset.
• Balancing assertiveness with cooperation.

Intercultural Competence in Negotiations and Meetings

• Interacting with respect, openness, and cultural sensitivity.
• Avoiding stereotypes and understanding cultural “do’s and don’ts”.
• Navigating different communication styles, power distances, and decision cultures.
• Handling misunderstandings and cultural friction confidently.

Managing Difficult Situations and Deadlocks

• Taking action when negotiations become stuck or blocked.
• Handling questions, objections, disruptions, and resistance.
• Managing uncooperative behaviour and emotional escalation.
• Building and maintaining a strong and credible negotiation position.