Based on the Harvard Project, this program tailors negotiation trainings to meet the specific needs of your organization. It is intended for those who must reach negotiated agreements that enable them to maintain long-term relationships with their business partners.

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Negotiation Basics - Interest-based Negotiation Techniques

Negotiations are among the most challenging tasks of daily business. Often the line between success and failure is very fine and essentially depends on your personal and professional behaviour. Whether negotiating for a new position for your department or with suppliers and customers about prices and margins: a lack of preparation, misunderstandings, and unclear agreements can quickly lead to difficult situations costing your company a lot of money and weakening your professional position.  

This makes it imperative to invest more time in preparation and the cultivation of a success-oriented negotiation style. The training “To Achieve Sustainable Negotiations – win-win“ allows you to question your own negotiation style. You learn basic methods and a systematic procedure. The training focuses on creating a win-win situation in negotiations, because it is more important to you to hold on to a trustworthy and long-term relationship with your negotiation partner than a short-term gain.

 

The following contents will be covered...

  • Preparation for a goal oriented negotiation
  • Leading a structured negotiation
  • Separating personal and objective aspects and developing a positive negotiation environment
  • Exploring and regarding your own and the others´ interests
  • Working on options for results together with the other party
  • Obtaining mutually beneficially results
  • Dealing constructively with arising conflicts and preparing options in case of failure to agree

Negotiating with difficult partners

You have already gained experience in interest-based negotiations. The line between success and failure is thin. You have been able to change your personal and professional behaviour in line with the Harvard Concept.

Our training “Conducting Difficult Negotiations“ gives you the chance to improve your professional negotiation style. You learn to use the Harvard Principles in more challenging circumstances (e.g. during highly emotional or difficult negotiations). You learn - according to the first Harvard principle – “to separate the people from the issues.“ Another topic is how to deal with your own and others´ emotions productively in order to make an interest-based negotiation possible. Furthermore, you’ll learn how to recognize and disarm negotiation tricks.

The following contents will be covered

  • Preparing (group) negotiations (content – process level – roles – personal)
  • Negotiating in a structured way despite tight timelines
  • Using the Harvard Principles in more challenging situations
  • Achieving mutually beneficial results
  • Solving arising conflicts constructively
  • Consciously integrating the best alternative into the negotiation process
  • Reacting professionally to negotiation tricks and psychological traps
  • Enlarging the agenda item in apparently one dimensional negotiations so as to lead to win-win situations

Negotiating prices successfully

You are experienced in interest-based negotiating and have learned the win-win-approach as a successful strategy for long-term sustainable customer relations. In complex sales situations you increasingly experience negotiations conducted by different departments technically and commercially. The commercial component is kept out of the process by the customer until everything has been agreed upon – apart from the price.

In this training you will familiarize yourself with successful price negotiation strategies while avoiding the traditional price-haggling. They help you to reach your commercial targets more easily, at the same time maintaining good customer relations. Here the first Harvard principle is of paramount importance: separate objects and people and deal with them separately.

Training topics:

  • Preparing negotiations well
  • Develop a price strategy, calculate your wish and your limit
  • Negotiating in a structured way even when the pressure is on.
  • Apply the Harvard principles also in difficult situations.
  • Knowing your own panic button and dealing with it proactively
  • Applying cognitive techniques to envision desired scenarios and actively access them
  • Watching the other side closely
  • Recognizing bluffs and neutralizing them
  • Testing and bringing down the buyer’s fortification wall without putting the relationship at risk
  • Working with bonuses

Conducting International Negotiations

Negotiating is one of your professional assets. You easily achieve reliable agreements which are binding for all sides. However, communication with international business partners repeatedly causes problems raising doubts over your own negotiating skills.

  • Agreements and contracts are not always complied with
  • The way to an agreement  seems  considerably harder than with partners from your own cultural background. While you are trying to bring about a concrete solution the other side is talking about unrelated matters – or not talking at all
  • While you play with all your cards on table your partner remains unapproachable.
  • Even factual arguments do not seem to make an impression.
  • Occasionally you ask yourself who actually are the decision-makers on the other side and how decisions are made there.

In this training you learn to understand international negotiation partners better and how you can align your strategy to their cultural background.

 

The following topics will be covered

  • Divergent attitudes regarding negotiation goals
  • Preparing for non-factual elements in negotiations
  • Understanding the reasons for obstacles
  • Different ethical approaches
  • Recognising tricks and manipulation techniques
  • Disarming approaches
  • Time concepts
  • Communication styles
  • Decision-making processes in different cultures
  • Body language
  • Using your individual strengths in negotiating with difficult partners