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CNC 2 – Advanced Level: Psychology and Structure of Negotiations

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1

Your Situation

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.

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

Methods

  • Professional input
  • Group work
  • Role-plays
  • Video feedback

Trainer

Video

Profile as PDF-download

Expertise

Moderation, Personality Development, Sales & Key Account Management, Management Techniques

Languages

English, German

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