Basic negotiation training

Negotiating – What is it all about?

• How to win people over to your idea, product, or proposal.
• Define negotiation objectives.
• Prepare and plan negotiations (MAMA principle, BATNA).
• Benefits for the negotiation partners.

Negotiating is relationship work

• The relationship account: Invest in your relationships! 
• Build and foster trust.
• Put yourself in the other party's shoes and understand their motives.
• Emotional intelligence: Recognizing, regulating, and responding effectively to emotions.

Negotiation styles and strategies

• An overview of the five basic forms of negotiation styles: characteristics, opportunities, risks. 
• The Harvard approach: firm on the issue, soft on the person
• Limits of cooperation: Why lazy compromises are the root of many evils. 

Conversation techniques for successful negotiation

• He who asks, leads: Lead to the solution - not to the problem! 
• Active listening .
• The bait must appeal to the fish, not the angler – benefit-oriented communication and argumentation strategies
• Metacommunication as a control element.

The key to successful negotiations: yourself

• Self-control before conversation control!
• Self-reflection and lessons learned.
• Pattern interruption: If you want what you've never had, do what you've never done. 
• Embodiment: Negotiating has much more to do with the body than with the head.

Practical simulation with cases from your everyday working life