Negotiation Strategy

Negotiations are always prepared according to the same pattern: Defining the starting position, setting goals, selecting the strategy and tactics. In this seminar, you will become familiarised with the most important topics for a highly structured negotiation preparation and implementation. As a key tool, you will learn how to apply techniques to ask questions for a specific purpose and how to handle difficult negotiation partners.


  • 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

Duration: 2 days

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