A Holistic Approach to Negotiation

What influence do body language and mimic have? How do I detect lies in negotiations? What strategy do I use for what types of behaviour? What works well and what does not? These questions will be answered in the “Holistic Negotiating” seminar. This seminar builds upon the “Psychology in Negotiations” module.

Content

• 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

Duration: 2 days

Seminars