Advanced Negotiation Skills
Fully exploit the potentials of professional negotiations
Do you always achieve the results you desire through negotiation? For project leaders, negotiating skills are essential if they are to reach favourable agreements with customers, suppliers and other project participants. Many highly experienced project leaders would be able to achieve considerably more if they were able to be more purposeful in negotiations. This is where we would like to work with you.
Seminar Objectives
In this seminar you will learn how to achieve results which mean a win for both sides, how to prepare for such negotiations and how to work well with difficult partners.
During the seminar, you will practice difficult negotiations within the scope of numerous roll plays and receive targeted feedback and suggestions from colleagues and the instructor.
Your Benefit
The focus of this seminar is aligned with your everyday project work and we will practice many negotiating situations which arise directly within your projects, or typical cases. This will guarantee an optimum transfer of knowledge to your practical work. You will also have the chance to watch yourself in a video recording of a negotiation case, and to receive individual feedback on this.
Seminar Topics
The basics of negotiation
- What are the individual aims of negotiation differentiating between positions and interests
- Which factors for success exist for good negotiation results?
- What is the Harvard model for negotiation?
Communication and relationships as a basis for negotiation
- Negotiating at eye level how do I create rapport?
- The four sides of a message how do I understand my negotiating partner and how do I make myself understood?
Ones own conduct during negotiations
- Win-Win attitude in which situations is it appropriate?
- Win-Lose attitude what can be consequences?
- How do I deal with awkward negotiating partners, who simply want me to lose?
Typical negotiating situations
- How do I recognise and specify the interests of the opponent?
- How do I extend the scope for solutions and create options?
- How do we find a common basis for evaluating options?
- How do we arrive at sustainable agreements?
Preparation for negotiations
- What should I definitely obtain in the run-up?
- What is the relation to claim management within the project?
- What is useful to know about the negotiating partner?
- How do I develop a negotiating strategy?
Critical situations in negotiations
- How do I handle awkward negotiating partners?
- How do I recognise unfair tactics and how do I react to these?
Further Details
- Target Group
This seminar is directed to experienced project managers who already have had negotiating experiences in their projects. After having visited this seminar, you wish to act more professionally in your negotiations. - Group Size
Maximum of 12 participants. This way, we wish to make sure that the seminar is highly efficient and guarantee the highest possible benefit for you. - Language
Our open enrolment courses are in German only. As an in-house seminar we can deliver this course also in English. - Duration
3 days - Notice
In English, we normally conduct this course only as an inhouse-seminar. Please contact us for further details. If you are interested in open enrolment courses in German, please visit our German language site.
(24 PDUs)