training
This training is held in German.
Sound preparation is crucial for successful negotiations - yet its importance is often underestimated. Instead of focusing solely on arguments, strategic tactics are needed to steer the outcome of negotiations in a targeted manner.
This training teaches proven methods such as the Harvard concept, which make it possible to conduct successful negotiations even against strong argumentation partners. Each phase of a negotiation is analyzed in practical workshops and supplemented with professional approaches, without being limited to theoretical communication models.
The aim of the seminar is to conclude negotiations confidently, to recognize manipulative "dirty tricks" and not to be influenced by them. Participants will learn practical strategies to present themselves confidently and convincingly in any negotiation situation.
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
- Strategies if the other party refuses to negotiate.
- Negotiation tactics for challenging discussion situations.
2nd workshop
- Dealing with ambiguous clauses.
- Dealing with missing regulations.
- Understanding roles in negotiations.
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 move my negotiation partner out of the "comfort zone"?
- Techniques to position your own concerns as a problem for the other person.
- 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 training course once you have registered.
Your benefit
- Practice various negotiation situations in a practical workshop format.
- Understanding legal rules as a basis for your own argumentation.
- Recognizing and using negotiation structures.
- Development of professional and confident negotiation skills.
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 are involved in contract negotiations with business partners .
Seminar evaluation for "Mastering contract negotiations professionally and confidently"
4.6 from 5
with 30 ratings
training content:
4.6
Content comprehensibility:
4.7
Practical relevance:
4.3
Trainer expertise:
4.9
Participant orientation:
4.8
Method variety:
4.6
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.
21.05.2026
Stuttgart
Booking number:
31287
€ 1.640,- plus VAT.
€ 1,951.60 incl. VAT.
Days & Times
2 days
Thursday, 21.05.2026
09:00 am - 5:00 pm
Friday, 22.05.2026
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.
10.09.2026
Düsseldorf
Booking number:
31287
€ 1.640,- plus VAT.
€ 1,951.60 incl. VAT.
Days & Times
2 days
Thursday, 10.09.2026
09:00 am - 5:00 pm
Friday, 11.09.2026
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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