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CNC 3 – Senior Level: Mastering Difficult and Critical Situations

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Your Situation

You are a specialist, manager or project responsible and must conduct complex negotiations. Under particular circumstances you come to your limits when using conventional negotiation tactics. Both parties are interested in working together on a joint deal, yet, it is difficult to overcome the divide. As a result, the negotiation and negotiation style become more heated with unfair arguments and hard stances. The game of dominance and power play calls for your professionalism in negotiations.

Your Benefit

  • You will feel capable to manage complex negotiations even in vague situations.
  • You know how to bring yourself into the best possible starting point to negotiate a difficult business deal.
  • You will be able to break the deadlock and bring about agreement.
  • You master communication techniques that enable you to lead all parties through the negotiation process.

Content

  • Negotiation models such as Bazar, Win/Win, Auction
  • 3D negotiation concept to supplement the classic Harvard Negotiation Model.
  • Applying a three dimension view to apply additional influence potentials in negotiations:
    - Set-Up: negotiation structure analysis in order to set up the best possible starting point for a deal
    - Deal-Design: strategy development and planning of a negotiation process
    - Tactics: conducting and steering at the negotiation table. Psychological elements to manage negotiations

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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