Advanced Negotiation and Influencing
Win-win Strategy

Objective

This program builds on the participant’s strengths, behavior and techniques developed in the previous management and sales programs. It increases their personal effectiveness to manage and control the full negotiation process through planning, conscious influence and effective negotiation techniques to create win-win solutions.

Target group

Management and sales professionals who are involved in negotiations either on a 1-to-1 basis, in groups or complex multi-group negotiations

Content

• Defining the scope of the negotiation and your negotiation position
• Understanding the behavioral preference of your negotiation partner and how to effectively connect and adapt to them in order to improve the effectiveness of your negotiating style
• Preparing for effective negotiations
• Understanding the dimensions of negotiations, including power analysis and wish-lists
• Negotiation tactics
• Identifying and dealing with conflict to reach an optimum solution
• Practicing negotiations on a 1-to-1 basis, in teams and three-way negotiations

Didactics

• Practice-oriented intensive training
• Exercises, role plays to cover the above-mentioned content
• Analysis and coaching on current practical situations
• Transfer from theory into practice by setting objectives and participants’ practice reports
• Personal action plan and implementation
• Development of best practice procedures