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cnc-2-psychology-and-structure-of-negotiations

Classroom training

CNC 2: Psychology and Structure of Negotiations

CONTUR Negotiation Certificate: Advanced Level

Specialists, managers or project leads who would like to increase their confidence with negotiations, especially when meeting internal or external partners.

See dates
Request as an in-house event
Klärung Sparring
See dates
Request as an in-house event

Classroom training

CNC 2: Psychology and Structure of Negotiations

CONTUR Negotiation Certificate: Advanced Level

Specialists, managers or project leads who would like to increase their confidence with negotiations, especially when meeting internal or external partners.

See dates
Klärung Sparring

3 days of classroom training

Appealing mix of different methods

Networking

Course description

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
  • 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

Most important facts about the course

  • Increase negotiation confidence
  • Expand personal toolbox to include approaches for actively and systematically shaping negotiations
  • Negotiation cycle and basic strategies in negotiations
  • Professional and competent negotiation
  • Special negotiation situations

Your competent trainer

Bettina Köppel as a certified trainer brings many years of leadership and negotiation experience and 15 years of industry experience. She is also experienced and trained in strengthening and developing international team collaboration. As a systemic coach, she also accompanies individual change and development processes.

Bettina Köppel

Trainer/Coach

zum Profil

Your competent trainer

Johannes Staudinger is a trained industrial clerk and studied business administration with a focus on intercultural competence. After more than ten years of international experience in the automotive sector, he now draws on his extensive experience in sales, customer management, and different corporate cultures as a consultant, trainer, and coach. Since 2017, he has been supporting CONTUR with a focus on communication, sales, negotiation, and team, strategy, and innovation development.

Johannes Staudinger

Johannes Staudinger

Trainer, consultant and coach

Profile

All dates

There are dates available for this seminar.

14.12.2026 - 16.12.2026

09:00 - 17:00

Face-to-face training

Trainer:
Johannes Staudinger
Language:
german
Order no. 351106_h
Price
1.690,00 EUR (plus VAT.)
This price includes all course material, certificate of participation, as well as, in the case of face-to-face events, food including lunch (per full training day) and coffee breaks. Any costs for accommodation/breakfast will be billed directly to the participant by the hotel.
Free places available
Book now

14.12.2026 - 16.12.2026

09:00 - 17:00

Face-to-face training

Trainer:
Johannes Staudinger
Language:
german
Order no. 351106_h
Price
1.690,00 EUR (plus VAT.)
This price includes all course material, certificate of participation, as well as, in the case of face-to-face events, food including lunch (per full training day) and coffee breaks. Any costs for accommodation/breakfast will be billed directly to the participant by the hotel.
Free places available
Book now

Inhouse Seminare & Learning Journeys

We also offer this seminar as an in-house event tailored to your company. With our Learning Journeys, we integrate and accompany the transfer into practice to ensure effectiveness and sustainable learning.

Request as an in-house event

Your Contact Person

Our experts will be pleased to advise you!

strobel_katherine_Conturie
Katharina Strobel

Open Seminar Program
Management Assistant

+49 511 96 96 8 20

k.strobel@contur-online.de

Your Contact Person

Our experts will be pleased to advise you!

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