Moderation, Personality Development, Sales & Key Account Management, Management Techniques
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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.
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.
- 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
- 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
- Professional input
- Group work
- Role-plays
- Video feedback
