Online Seminar: Negotiation Strategy

Preparation is the key to a successful negotiation. A 360 degree view of all facts is a basis for preparing a target-oriented strategy. Not only numbers, data and facts play an important role, but also information about the negotiating partner.

In this online training you will learn how to conduct negotiations in a targeted and convincing manner and how to use negotiation tools professionally.

Experience the best tools and recommendations in our digital workshop.


  • Meta level as a prerequisite for strategic negotiation
  • Profiling: know your counterpart better than he knows himself
  • Don’t negotiate blind: Strategic negotiation preparation
  • My goals – his goals – our goals?
  • Which strategies, which tactics are successful?

Speaker: Frieder Gamm
Duration: 4 hours

Online Seminar: Profiling in Negotiation

One of the biggest mistakes in negotiating is using arguments that you think are coherent and motivating.
That works great – if the negotiating partner is as you are – but usually they are not. The result is that your from your perspective “appropriate” argument does not work for the other party.

The real art is to argue based on the other side’s reality.
“The bait has to be attractive to the fish, not to the fisherman” is a well-known saying.
And in order to know which bait is attractive to my counterparts, it helps a lot to understand them.

Learning objectives in digital training:

  • Get to know and recognize different types of negotiations
  • Formulate strategy and tactics specifically for the various types of negotiation
  • Do’s and don’ts in communication with different types

In our digital training you will experience methods and tips to analyze and better understand the negotiating partner before and during the negotiation.

Speaker: Filomena Scavelli
Duration: 4 hours

Online seminar: With cultural profiling to negotiation success

International negotiations are not only conducted across national borders, but above all across cultural borders. People’s cultural imprint have an enormous influence on how they think, act, and, of course, negotiate.

So it’s time, as an experienced negotiator, to take cultural factors into account in order to devise a successful negotiation strategy.


  • Culture is embodied – how culture influences our thought patterns and actions in business
  • Linear-active, multi-active, re-active? Your own cultural imprint and its effect on the negotiating partner
  • Recognize the cultural profile of the negotiating partner
  • Cultural profiling in negotiation preparation and negotiation strategy
  • Argumentation and communication methods to convince the international interlocutor in the negotiation
  • Select virtual communication channels appropriate for the type of culture

Speaker: Alexandra Metzger
Duration: 4 hours

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