Negotiate skillfully in typical HR situations

Why negotiations are important

• Achieve goals strategically and convincingly.
• Acting successfully with the right (win-win) attitude.
• Position yourself as a personnel professional.

Successful preparation: personal and factual aspects

• Discuss the facts and context in detail.
• Consider personal motives depending on the contact (e.g. management, executive, works council).
• Define your own interests and motives.
• Finding the right cooperation partners .

Psychology of negotiation

• Optimal negotiation communication.
• Use body language in a targeted manner.
• Recognizing and using negotiation patterns: for myself and my contacts.

Negotiation strategies and methods

• The five basic strategies according to Thomas-Kilmann.
• Negotiation method according to Harvard.
• Using mediation principles successfully.

Dealing with challenging negotiation situations

Encountering and circumnavigating:

• Negotiation pitfalls and stumbling blocks.
• Power structures and unfair tactics.
• Resistance and pretexts.

Concluding negotiations successfully

• Recognize and use closing signals.
• Bring negotiations to an end.
• Follow-up and reflection.