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 being pretentious. 
• 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.