Training
This training is held in German.
Although negotiations should lead to win-win situations, unfair methods and strategies are often used by negotiation partners . If you want to stand your ground in such tough negotiations, this advanced seminar is the right place for you. Learn how to counter destructive, manipulative and power-oriented negotiation methods with effective know-how. After the training, you will be able to manage any negotiation situation with confidence.
Contents
The information board - knowledge is power
- Know the BATNA from negotiation partners .
- The importance of mentors and informants.
- Analyze the pressure and limits of the negotiating partner.
Negotiating power - improving your own position
- The power of body language.
- The power and magic of black rhetoric.
- Enlarge ZOPA.
The tough negotiation - winning the match
- Set goals with the traffic light system.
- Negotiation strategies: Pressure, yielding, playing for time, compromise or integrative negotiation.
- Destructive, manipulative, power-oriented and profit-oriented methods.
Negotiating in a team - the FBI concept
- decision makers in the background.
- Tactical companion:in as coach.
- Negotiators as winners.
Personal authority, charisma and authenticity in negotiations
- Keeping the overview in tough negotiations.
- Mental strength under pressure.
Skillful use of hard methods:
- promise advantages in the future.
- Massive attack on the asking price of sales persons.
- Self-esteem method.
- Compromise tactics.
- Divisive tactics.
- Salami tactics.
- Fixing.
- Poker.
- Targeted uncertainty.
- Threatening to jump off.
- Put forward the higher authority.
- Put in the wrong.
- Insist on your own point of view.
- Good guy/bad guy method.
- Time pressure tactics.
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
After this advanced seminar, you will be able to conduct and manage complex negotiations in a superior and results-oriented manner. You will achieve the best possible results even under difficult conditions.
You are able to,
- to bring even difficult negotiations to a successful conclusion,
- identify and apply all negotiation strategies and tactics,
- maintain your position even under pressure,
- resolve conflicts confidently and
- significantly increase your margin and closing ratio.
You can work on and solve your personal negotiation problems in this training .
Methods
Practice-oriented case studies, group work, educational talks, discussions, analyses, reflection, trainer feedback.
Recommended for
sales persons with negotiating experience, key account managers, project managers, team leaders as well as junior and executive staff in sales/distribution, area sales managers, sales managers, sales persons from internal and external sales, career changers in sales and distribution, project managers, self-employed entrepreneurs, managing directors, interested purchasers.
Participation in "Negotiation training for the sales professional I" is desirable, but not a prerequisite.
Further recommendations for "Negotiation training for the sales professional II"
Attendees comments
"I particularly liked the presentation of different practical examples."
D. M. Heinrich
AOP Health
"I particularly liked the relaxed atmosphere and the high practical component."
Niklas Walter
Huesecken Wire GmbH
"I can recommend the training because of the good knowledge transfer and the very knowledgeable lecturers."
Lukas Bartsch
"They reacted flexibly to the small group of participants and responded to personal wishes."
Karsten Dornheim
Skoda Auto Deutschland GmbH
Seminar evaluation for "Negotiation training for the sales professional II"
4.6 from 5
with 411 reviews
training content:
4.5
Content comprehensibility:
4.7
Practical relevance:
4.5
Trainer expertise:
4.8
Participant orientation:
4.6
Method variety:
4.6
Negotiation training : How to really convince your counterpart
Anyone working in sales or distribution must be able to negotiate hard to achieve their goals - even under difficult conditions. By choosing the right strategy, even experienced or unpleasant negotiating partners can be overcome. The advanced seminar "Negotiation training for sales professionals II" is specifically dedicated to these "tough nuts to crack": learn how to see through your counterpart's tactics and react appropriately. This will increase your own negotiating power and bring you a decisive step closer to a successful deal.
How to conduct superior and profit-oriented negotiations
This training on the topic of negotiation is aimed at all employees in key account management as well as managers such as project managers, team leaders, salespeople, account managers, and sales and distribution specialists who want to significantly increase their margin and closing rates. The key to success lies in recognizing and resolving conflicts that can arise during complex negotiations. Our experienced trainer will provide you with the necessary tools to demonstrate mental strength, even under pressure, in all negotiation situations. Learn more in this training the Haufe Akademie How to confidently deal with unfair negotiation strategies and at the same time successfully strengthen your own position. Is your counterpart playing poker, playing for time or threatening to back out? training has visited, knows the appropriate countermeasure to still generate a conclusion.
On-site training together
Booking number
5088
5088
€ 1.590,-
plus VAT
2 days
in 9 locations
10 Events
German
Joint online training
Booking number
32080
32080
€ 1.590,-
plus VAT
2 days
Online
on 26.01.2026
German
Start dates and details
01.07.2025
Cologne
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Tuesday, 01.07.2025
09:00 am - 5:00 pm
Wednesday, 02.07.2025
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.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
15.09.2025
Frankfurt a. M./Offenbach
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Monday, 15.09.2025
09:00 am - 5:00 pm
Tuesday, 16.09.2025
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.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
14.10.2025
Munich
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Tuesday, 14.10.2025
09:00 am - 5:00 pm
Wednesday, 15.10.2025
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.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
13.11.2025
Hamburg
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
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.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
26.11.2025
Cologne
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Wednesday, 26.11.2025
09:00 am - 5:00 pm
Thursday, 27.11.2025
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.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
09.12.2025
Berlin
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Tuesday, 09.12.2025
09:00 am - 5:00 pm
Wednesday, 10.12.2025
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.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
26.01.2026
Live-Online
Booking number:
32080
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Course
zoom
Days & Times
2 days
Limited number of participants
Monday, 26.01.2026
09:00 am - 5:00 pm
Tuesday, 27.01.2026
09:00 am - 5:00 pm
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
25.02.2026
Frankfurt a. M./Bad Nauheim
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Wednesday, 25.02.2026
09:00 am - 5:00 pm
Thursday, 26.02.2026
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 participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
18.05.2026
Düsseldorf
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Monday, 18.05.2026
09:00 am - 5:00 pm
Tuesday, 19.05.2026
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.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
29.07.2026
Stuttgart
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Wednesday, 29.07.2026
09:00 am - 5:00 pm
Thursday, 30.07.2026
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 participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
28.09.2026
Hamburg
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Days & Times
2 days
Limited number of participants
Monday, 28.09.2026
09:00 am - 5:00 pm
Tuesday, 29.09.2026
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 participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
Training is guaranteed to take place
Booking number:
5088
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Details
2 days
Limited number of participants
Fee includes
The participation fee includes
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
The participant will settle the hotel accommodation costs directly with the hotel. You will find a reservation form for hotel bookings in your learning environment.
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
Booking number:
32080
€ 1.590,- plus VAT.
€ 1,892.10 incl. VAT.
Details
2 days
Limited number of participants
Transfer coaching bookable
2 hours of transfer coaching - live and online with your trainer ensures that you can put what you have learnt into practice in your day-to-day work.
If you book at the same time as your training, you save 10 % on the price of the transfer coaching of € 390,- excl.
No suitable date?
You are welcome to be notified by e-mail as soon as new dates are released.
Please note: We use third-party tools for selected events. Personal data of the participant will be passed on to them for the implementation of the training offer. You can find more information in our privacy policy.
About us – The Haufe Akademie
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