training
This training is held in German.
Most people don't put much thought into a negotiation. Good preparation is often seen as finding as many convincing arguments as possible. However, negotiations are not won with good arguments, but with the right tactics.
The Americans, for example, show us this with the Harvard concept. These methods are so good that they can easily make any negotiating partner look inferior, no matter how good his or her arguments are. In this training , each phase of a negotiation is analyzed in workshops without getting lost in unwieldy communication models. Using a professional approach, you will learn how to successfully conclude negotiations for yourself and your company - without being subject to manipulation with "dirty tricks".
Contents
Professional negotiation
- What does professional negotiation mean?
- Preparation for negotiations.
- Clear negotiation objectives.
- Who has what role in the negotiation?
1st workshop
- Ambiguous contracts.
- Demands for additional services.
- Defending against unjustified claims.
- Differences between the contract and the real world.
Legal rules as a basis for argumentation
- Contract interpretation.
- Legal remedy.
- The 10 most important laws for my argumentation.
Dealing with "take it or leave it" situations
- What should you do if the other party refuses to negotiate?
- What do you do if the other person just wants to "get rid" of you?
- Negotiation tactics.
2nd workshop
- Dealing with ambiguous clauses.
- Dealing with missing regulations.
- Understanding of roles.
3rd workshop
- Finding solutions outside the remuneration issue.
- Make optimum use of negotiating leeway.
- "One to one" workshop.
- Basis for settlement negotiations.
- The dramaturgy of a settlement negotiation.
- Different types of settlement negotiations.
4th workshop
- How do I get my negotiation partner out of their "comfort zone"?
- How do I turn my problem into my counterpart's problem?
- How do I recognize a fixed structure in the negotiations?
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.
Your benefit
- The training has the character of a workshop: you practise on the basis of various negotiation situations and are allowed to try things out.
- You will learn the legal rules that you need as a basis for your argumentation.
- They recognize the structure of different negotiations.
- You will learn how to master contract negotiations confidently and professionally for the benefit of your company.
Methods
Several workshops in which the negotiation situations are explicitly tried out and practiced, lecture, many case studies and presentation of practical cases.
Recommended for
Specialists and executives, managing directors, managers and project managers who negotiate contracts with their contractual partners.
Seminar evaluation for "Mastering contract negotiations professionally and confidently"
4.6 from 5
with 27 ratings
training content:
4.6
Content comprehensibility:
4.8
Practical relevance:
4.3
Trainer expertise:
4.9
Participant orientation:
4.8
Method variety:
4.7
Start dates and details
18.09.2025
Munich
Booking number:
31287
€ 1.640,- plus VAT.
€ 1,951.60 incl. VAT.
Days & Times
2 days
Thursday, 18.09.2025
09:00 am - 5:00 pm
Friday, 19.09.2025
09:00 am - 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
13.11.2025
Frankfurt a. M.
Booking number:
31287
€ 1.640,- plus VAT.
€ 1,951.60 incl. VAT.
Days & Times
2 days
Thursday, 13.11.2025
09:00 am - 5:00 pm
Friday, 14.11.2025
09:00 am - 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
24.03.2026
Berlin
Booking number:
31287
€ 1.640,- plus VAT.
€ 1,951.60 incl. VAT.
Days & Times
2 days
Tuesday, 24.03.2026
09:00 am - 5:00 pm
Wednesday, 25.03.2026
09:00 am - 5:00 pm
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The next booking ensures this course will take place
Booking number:
31287
€ 1.640,- plus VAT.
€ 1,951.60 incl. VAT.
Details
2 days
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Booking number:
31287
€ 1.640,- plus VAT.
€ 1,951.60 incl. VAT.
Details
2 days
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
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