Negotiation Skills

690.00 excl. VAT

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Training Description

Fundamentals
  • We negotiate every day
  • Negotiation styles
  • Consensus or compromise
  • Quiz
  • The case of Harley Shovelhead
  • Online Coaching I
Positional Bargaining
  • The process of Haggling
  • Exercise – Haggling
  • Wish – Goal – Limit
  • Quiz
Interest-based Negotiation
  • The Harvard Concept
  • When is negotiation necessary?
  • The four Harvard principles
  • The best alternative to a negotiated agreement
  • Exercise – BATNA
  • The case – Fir Tree Drive
  • Online Coaching II
  • The case – Fir Tree Drive – Options
  • Example – salary negotiation
  • A systematic approach in negotiations
  • The case – Aigner
  • Online Coaching III
  • Negotiation arena
  • Quiz
Negotiation strategies and tactics
  • Tit-for-tat strategy
  • Power strategy
  • Punishment strategy
Emotions - and how to resolve stalemate situations again
  • Balancing power imbalance
  • BAMBUS
  • TANGO
Negotiation tricks
  • Negotiation tricks
  • Persuasion strategies
Transfer
  • Analysis of own case
  • Online Coaching IV

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