Module 1: Negotiation Strategy

  • 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

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Module 2: Negotiation Psychology

  • Major mistakes in negotiations
  • Psychological conduct of negotiation
  • STAB – a preference model for negotiators
  • Dealing with monopolists
  • Ways to communicate and relate
  • Video clip: “Negotiating with Boxing Strategies”
  • Practical experience of attendees / team coaching
  • Negotiation simulation

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Module 3: Integral Conduct of a Negotiation

  • Recognizing motives and interests and their tactical use in negotiations
  • Linking and implementing STAB – transaction analysis – strategy
  • Body language and lies
  • Escalation model in negotiations
  • Practical experience of attendees / team coaching
  • Negotiation simulation

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Module 4: Conflict and Appraisal in a Negotiation

  • Perception – which is the counterpart’s environment?
  • How do conflicts arise? How do I recognize conflicts?
  • Dealing with conflicts
  • Appraisal as the supreme discipline
  • Undervaluation vs. appraisal
  • Viability of appraisal nowadays
  • Practical experience of attendees / team coaching
  • Negotiation simulation

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Module 5: Negotiation Excellence

  • Physical and psycological preparation
  • Methods towards a correct mental attitude
  • Advanced questioning techniques
  • Facial action coding system
  • Creativity in negotiations
  • Practical experience of attendees
  • Negotiation simulation