Intensive seminar with the goal of getting to know the techniques, strategies and tactics of successful negotiations and apply them in business life. Ideal for executives who want to improve their negotiation and reasoning skills and enhance their powers of persuasion.
A leader constantly faces situations in which he needs to represent his own position and to achieve the best results for his business, his project, his strategy or his team. In this context, interdisciplinary negotiation, communication and reasoning skills are of decisive importance. The relevance of effective communication tactics is displayed by the following figures:
80% of the day we communicate in any form (personal and professional)
50% of working time to spend with simple employee communication
75% of the working time of a top manager is communication.
Ineffective communication, however, is the reason for:
80% loss of information
70% operating errors and
80% of lost business.
Conversation, argumentation and negotiation skills is the ability to convincingly act and to meet the negotiation or dialogue partners – be they superiors, colleagues, customers or external stakeholders such as suppliers, politicians or investors – with a sophisticated negotiation technique in order to achieve the desired goals. The challenge is always to reach a constructive agreement and to lead the negotiation in such a way that a sustainable win-win strategy for all parties involved is generated.
Without the knowledge of successful negotiation strategies and tactics targets cannot be achieved.
In this intensive seminar, participants acquire successful negotiation techniques to better understand and lead negotiations in every situation. In addition, you will learn how to analyze negotiation partners and their motives thoroughly, interpret group processes and how to keep a cool head in difficult situations. The knowledge transfer in the seminar is supported by the integration of real-life examples and the application of practical cases.
The structure of the seminar meets the typical phases of a negotiation.
Basics: How you learn to successfully negotiate
What is basically at stake in negotiating?
How can you measure the success of a negotiation?
The biggest mistake that you can commit while negotiating
Your personal negotiation style - competitive versus cooperative bargaining
Understanding negotiation as a process
Preparation: Prepare for the negotiation in advance
Without goals it does not work
Where does the other stand?
The personal style: Recognize your yourself own and others
Create the perfect atmosphere
Attitude: Gain self-motivation through the right attitude
The right mood and setting
Sources of motivation
Thoughts are a two way street
Negotiation atmosphere: Create confidence and a positive basis for discussion by the proper greeting
Clothes make the man
The well-chosen handshake and the proper greeting
Needs analysis: Find out the purpose objectives of your negotiating partner
Be aware of the importance of body language
Who, how, what? Anyone who does not ask remains stupid
Listening is also an art
Argumentation phase: Always negotiate with a sense of the benefits for your negotiating partner
Be a problem solver, and provide individual benefit
Take the self-esteem of your negotiation partner into account
Be aware of the different levels of communication
Use the power and magic of language
Use the secret psychology of influence
Make use of feedback techniques to improve negotiations
Help your negotiators to convince themselves
Dealing with objections: How do you respond to objections and what you need to do when it is becomes difficult
Regard every objection as a common means to a successful completion
Meet objections effectively
What to do if the partner is unfair
Price negotiations: Special features in the context of price negotiations
Why it pays off to enforce prices
Use-oriented sales and prices by added-value
Create alternatives, and create a list of concessions
Conclusion: To come to a good conclusion
To ensure the success of the negotiations
What to do if the negotiators still hesitate?
Negotiating the relationship
Follow-up: After the negotiation is before the negotiation
Analyze the satisfaction of your negotiation partner
Reflect on the transaction, and document the results