Power workshop: How negotiation professionals convince in tough negotiations

Strategic self-positioning

• From supplicant to game changer: How to redefine your role mentally and strategically.
• Develop your own negotiating identity: firm, clear, empathetic.
• Preparation tool: 360° negotiation matrix.

Psychology of toughness: dealing with rigid positions

• How hardliners think: motives, patterns and manipulation attempts.
• Breaking through reaction patterns: Mirroring, labeling & framing according to Chris Voss.
• Cognitive dissonance and reactance as a tactical instrument.

Recognize hidden rules of the game - and use them

• Tactics beyond the Harvard method: bogey, snow job, decoy, nibble.
• Dealing with emotional threats (ultimatum, silence, time pressure).
• Set unexpected counterattacks: Strategies for interrupting well-rehearsed patterns.

Understanding your negotiating partner's mindset - and using it strategically

• Goals, constraints and psychological pressure - what makes my counterpart tick?
• See through typical negotiation strategies - and counter effectively.
• From opposing each other to strategic cooperation.
• Complex framework conditions, how monopolists and purchasing networks decide for themselves.

Negotiations at the highest level

• The result is set: How to win anyway.
• Value-added argumentation instead of estate: the art of reframing.
• Package formation, timing, consideration: developing alternative solutions.

Negotiating with psychological finesse

• The power of the first offer (using the anchor effect correctly).
• Ask questions to lead: Socratic method in negotiation.
• Dealing with irrational negotiating partners.
• Recognize and use cognitive distortions: Targeting loss aversion and change aversion.

Non-verbal negotiation skills

• Authentic authority: voice, posture and facial expressions.
• Strategic use of pauses, eye contact and body language.
• How to show dominance without creating aggression.
• Professionally analyze and interpret the other person's body language.
• Consciously use your own body language to amplify the message.

Cracking the "non-negotiables"

• 10 levers once the negotiating positions have been determined.
• How to change the framework without compromising your own negotiating goals.
• Dealing with "This is our last position": professional strategies from the FBI and the Harvard Negotiation Project.

Negotiation exercises and practical simulations

• Realistic role-playing games with complex scenarios.
• Work with real negotiation cases of the participants.
• Live feedback on language, behavior, impact.