The Negotiation Seminar – Concept from real life

Seminar

The Frieder Gamm Group (FGG) specializes in seminars and coaching in negotiation in many languages and cultures. The negotiation expert Frieder Gamm, a former buyer at Dr. Ing.h.c. F. Porsche AG, founded FGG in 1999.

In the seminars, the participants receive a set of methods and tools that they can use immediately in their day-to-day business. We adapt the training content individually to your needs through practical examples and real negotiation situations from the daily business of the participants.

Our Clients’ Success

Our clients save on average 5-10% in each negotiation after participating in our seminars, as a result of proactive and structured negotiation preparation.

Our In-house Seminars: Professional Negotiation

The Negotiation Seminar
in 5 modules

  • Module 1:
    Negotiation Strategy
  • Module 2:
    Negotiation Psychology
  • Module 3:
    A Holistic Approach to Negotiation
  • Module 4:
    From Negotiater to Relationship Manager
  • Module 5:
    Sustainable Relationships

Negotiation Seminar Module 1: Strategy in Negotiations

  • The meta-level
  • Active steering of negotiation discussions
  • Preparation of negotiations
  • Strategy and tactics
  • Dealing with difficult negotiation counterparts: intimidation and manipulation
  • Video clip: negotiating with „apparently“ overwhelming counterparts
  • Practical experience of attendees / team coaching
  • Negotiation simulation with video feedback

Negotiation Seminar Module 2: Psychology in Negotiations

  • Typical mistakes in negotiations
  • Psychological conduct of negotiation
  • STAR – a personality preference model for negotiators
  • Identifying and sizing up your counterpart
  • Ways to communicate and relate
  • Video clip: „When we were Kings“
  • Practical experience of attendees / team coaching
  • Negotiation simulation with video feedback
  • Optional: negotiation simulation with a business actor

Negotiation Seminar Module 3: A Holistic Approach to Negotiation

  • Recognizing motivation and interest as well as its tactical use in negotiations
  • Linking and implementing STAR with transaction analysis and strategy
  • Body language and lie detection
  • FBI Model: Escalation model in negotiations
  • Practical experience of attendees / team coaching
  • Negotiation simulation with video feedback
  • Optional: negotiation simulation with a business actor

Negotiation Seminar Module 4: From Negotiater to Relationship Manager

  • Relationship Management
  • Start Up / New Generation / New Technology
  • Traditional vs. new markets
  • Emotions and creativity instead of lecturing and boredom
  • Negotiation simulation trough story telling
  • Team coaching through story telling

Negotiation Seminar Module 5: Sustainable Relationships

  • Origins and management of conflicts
  • Appreciation as the supreme discipline
  • Negotiation simulation with video feedback
  • STAR – TA – Strategy and relationship management
  • Negotiation simulation with a business actor

Further Seminar Topics:

  • Negotiating under pressure
  • Intercultural negotiation
  • Understanding your counterpart in negotiations
  • Professional negotiations using cost analysis
  • How to negotiate with a monopolist
  • Negotiating with boxing strategies
  • Negotiating with a business actor
  • Negotiating for everybody
  • Negotiating over the phone

Digital Formats

Besides our In-house Seminars we offer digital lectures and webinars:

ᐅ Digitale Verhandlungsseminare

Speakers and Trainers

Highly qualified negotiation experts with procurement and sales background from renowned and successful corporations. These experts possess a deep understanding of diverse industry sectors and cultures.

Frieder Gamm

Frieder Gamm

Filomena Scavelli

Filomena Scavelli

Alexandra Metzger

Alexandra Metzger

Axel Gauss

Axel Gauss

Sönke Wiese

Sönke Wiese

Heribert von Feilitzsch

Heribert von Feilitzsch

Grit Eberhardt

Grit Eberhardt

Peter Stock

Peter Stock

Why Seminars of the Frieder Gamm Group?

Internationality

Our individual workshops are structured to provide company-wide standardized and systematic negotiation methods with cultural adaptations. The coach in charge knows the language and understands local customs and culture.

Entusiasm

Our trainers are passionate negotiators and motivate your employees.

Experience

Our trainers are buyers. They receive high acceptance from participants with a purchasing background. Participants with a sales background appreciate the purchasing perspective.

Creativity: Think outside the box

Our trainers find creative solutions for the most difficult negotiations.

Credibility

All trainers have held high positions in leading corporations.

In-house Certification Process

Our internal trainer examination guarantees that we offer a global and uniform negotiation concept in 7 languages.

Further Offerings of the Frieder Gamm Group: