Professional Negotiation («H31999»)

1 Negotiation

• Demarcation negotiation - other conversation situations
• Recognizing blockades: When arguing makes no sense
• What to do when things don't go further?

2 The power of language

• He who asks, leads: Lead into the solution - not the problem
• The relationship account: Invest in your relationships
• Positioning yourself as a professional: Metacommunication as a control element

3 Different negotiation styles

• 5 negotiation styles at a glance – characteristics, opportunities, risks
• Differentiation cooperation-compromise or: Why lazy compromises are the cause of many evils
• Is real life a fight or does the true egoist cooperate?

4 Negotiation strategies

• The Harvard concept: Hard on the issue, soft on the person
• Limits of cooperation

5 Professional know-how

• The bait must taste good to the fish, not to the angler: Argue according to type
• Pattern interruptions and embodiment: If you want what you have never had before then do what you have never done before

6 Practical simulation with cases from your professional life

• Please bring your own practical case that you would like to work on during the seminar

This course is based on a mix of expert inputs, role plays with feedback, practical simulations with evaluation, discussions, observation from the meta position and transfer considerations.

For the practical simulations, please bring your own cases from your everyday professional life that you would like to work on in the seminar.

This course is designed for all professionals, managers and employees who want to lay the foundation for successful negotiations.

There are no formal requirements for this course.

We recommend booking at least 14 days before the seminar date so that you can receive any documents by post in good time.