Moderation, Personality Development, Sales & Key Account Management, Management Techniques
English, German
CNC 2 – Advanced Level: Psychology and Structure of Negotiations
DeutschMenu
- Training- and Development-Programs
- Leadership
- Change Management
- Digitalization and New Work
- DHIT®: The Innovative Online Learning Format
- Personality Development and Soft Skills
- Health
- Management Techniques
- Intercultural Competence
- Language Courses
- Project Management
- Production
- Sales
- Purchasing
- Human Resources (HR)
- Information Technology
- Specific topics
- Office
- Trainings in China
- In-House Training
- Personnel Development Programs
- Online Events: CONTUR Virtual Learning Space
Your Situation
Specialists, managers or project leads who would like to increase their confidence with negotiations, especially when meeting internal or external partners.
Specialists, managers or project leads who would like to increase their confidence with negotiations, especially when meeting internal or external partners.
Your Benefit
- Understand the psychological basics of negotiation.
- Learn to prepare for negotiations systematically.
- Master various phases of a negotiation and be armed for tough situations.
- Master moments of tension and cope with resistance in negotiations appropriately.
- Learn practical skills to steer and manage negotiations.
- Understand the psychological basics of negotiation.
- Learn to prepare for negotiations systematically.
- Master various phases of a negotiation and be armed for tough situations.
- Master moments of tension and cope with resistance in negotiations appropriately.
- Learn practical skills to steer and manage negotiations.
Content
You will learn:
- Principles of constructive negotiations based on the Harvard negotiation model and process
- Assess and analyse personal negotiation skills
- Main causes for success in negotiations
- Win-Win negotiation methods
- The professional way to plan and prepare negotiations – BATNA, ZOPA, Walkwaway and BAFO
- Structured negotiation management and strategic openings
- Roles and responsibilities of team negotiations
- Practical negotiation tactics like seating order, body language, etc.
- Dealing with unfair negotiation tactics
You will learn:
- Principles of constructive negotiations based on the Harvard negotiation model and process
- Assess and analyse personal negotiation skills
- Main causes for success in negotiations
- Win-Win negotiation methods
- The professional way to plan and prepare negotiations – BATNA, ZOPA, Walkwaway and BAFO
- Structured negotiation management and strategic openings
- Roles and responsibilities of team negotiations
- Practical negotiation tactics like seating order, body language, etc.
- Dealing with unfair negotiation tactics
Methods
- Professional input
- Group work
- Role-plays
- Video feedback
- Professional input
- Group work
- Role-plays
- Video feedback
