The Blended Learning Training Negotiation consists of 4 chapters consisting of theory elements and practice elements. Once your license is activated, you will see the complete course.

Wherever you need to complete a task, you are expected to submit your task. We will contact you promptly to discuss the online session with the coach.

This training includes 4 hours of individual coaching, which will take place in several parts of the program. In these coaching sessions, you receive feedback on your task and can discuss open questions with the coach.

If you would like to use our coach as a sparring partner for the negotiations, this is possible.

The time will then be charged additionally at a price of Euro 250,- per hour.



On the one hand, the basics of negotiation are taught here. You will learn the criteria for good negotiation results as well as the basics about different negotiation styles. On the other hand, you will analyse your negotiation preferences in terms of style using a practical example.

  • Negotiation style
  • Consensus or compromise
  • Quiz


Positional negotiation:

You will get to know the most important elements of positional negotiation, how to prepare yourself properly, which principles the subject of bargaining is subject to, and when positional or competitive negotiation makes sense. Using a case study, you will prepare a negotiation and discuss your preparation with your online coach.

  • Positional Negotiation
  • bargaining
  • Example
  • assignment
  • Wish – Goal – Limit
  • Competitive negotiation
  • quiz
  • negotiation case


Interest-based negotiation:

You will get to know the four Harvard principles and analyse your case based on the Harvard concept. You determine your best alternative to the negotiation agreement and apply the concept to various exercises and your case. You work, supported by your online coach, on a learning case by preparing it both as a positional negotiation and as interest-based negotiation. You conduct both negotiations with different sparring partners and receive feedback on your performance and reflection. You will also prepare a further learning case as an interest-based negotiation and play it as a role play. Again you will receive feedback from your online coach. In this block, you will learn a systematic approach to negotiations that can be applied to practically any negotiation situation, both professionally and privately.


  • Harvard Principle I
  • Harvard Principle II
  • Harvard Principle III
  • Harvard Principle IV
  • Exercise BATNA
  • Case analysis
  • Negotiation case
  • Examples of options
  • practical example
  • Systematic procedure
  • Example of negotiation
  • Negotiation arena
  • Quiz


Strategy and tactics:

Within this block, we compare three negotiation strategies: power-based negotiation, the satisfaction or punishment strategy, and tit for tat. You will learn how these strategies work and how to lead a negotiating partner back to interest-based negotiation.

  • Tit for action
  • Power strategy
  • Punishment strategy


Difficult behaviour in negotiations:

In this block, you will learn about different categories of negotiation tricks and how to deal with them successfully. You will also learn how to defuse emotionalised situations in negotiations and how to return the negotiation to a constructive path.


  • Emotions
  • Power imbalance
  • Negotiation tricks
  • Persuasion strategy
  • Example TANGO


Workbook Negotiating

Video time theory: approx. 90 min

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