← back to open programmes

Building on The Effective Negotiator®, you will become familiar with further key elements of negotiations on this one-day programme. INCS will provide you with tactical, legal and structuring components with which you can navigate through difficult and complex negotiating situations. After this programme, you will be able to transfer the destructive behaviour of your counterparty into a constructive process. You will recognise the opportunities and risks of absent decision-making influencers or authorities and take these into account when designing and running negotiations.

Course structure

Negotiations do not only concern the issue but managing strong to entrenched positions. Thinking along party lines, stubbornness, destructive behaviour through to indirect or direct threats are obstacles which negotiators have to overcome. In this format, an intensive analysis of basic negotiating psychology principles, distorted perceptions and best practice solutions takes place so that there is not just fighting at the negotiating table, but the issue can also be negotiated. Knowledge sharing in small groups is just as much a part of this as current practical application examples and simulations which deal with this daily challenge.

Please note that the course may be held in German. Contact us for more information.

​

Benefits

• Best-practice solutions
• Professional handling of emotions and threats
• Solution-oriented handling of difficult negotiating partners
• Generate added value even in impasses
• Master nuances between hard and soft negotiating
• Gain sound negotiation skills thanks to 1:1 practical simulations and 360° feedback

This programme is intended for

Managers from all sectors who already have negotiating skills and want to develop these further. Executives who often negotiate under time and financial pressure as well as specialist staff from all sectors who conduct complex negotiations and want to develop their negotiating competence further.

The Professional Negotiator® →