Presenting, negotiating and asserting yourself confidently with decision makers

Good deal

• Clarity about your own goals.
• Clarity about your own options.
• Clarity about the objectives of the "other side".

Understanding decision makers and stakeholders

• Role, tasks and scope of decision makers.
• What makes your contacts tick?
• Different types need different approaches.
• The right preparation and the right strategy.

Structure of a successful negotiation

• Relevant points before the appointment.
• Your "inner and outer" preparation.
• How to enter into negotiations skillfully.
• Balance and dramaturgy: setting the right pace and priorities.

Presentations in the context of negotiations

• Importance and structure of presentations in negotiations.
• Professional presentations - without artificiality.
• Target-oriented scope and realistic time planning.

Queries, resistance and conflicts

• Recognize, understand and incorporate different reactions.
• Using resistance and conflicts as an opportunity

Home stretch and conclusion

• How a good conclusion leads to a good conclusion.
• An intermediate goal can also be a good conclusion.
• Commitment and next steps.