Nego­tia­ti­on Prac­ti­tio­ner

After com­ple­ting this nego­tia­ti­on trai­ning, you will:

• Under­stan­ding power games
• Increase your nego­tia­ting power in the most mes­sy situa­ti­on
• Obtain the cri­ti­cal infor­ma­ti­on
• Know and imple­ment the Har­vard con­cept
• Iden­ti­fy the most effec­ti­ve tac­tics and use them wise­ly
• Do not make the typi­cal mista­kes at the home stretch

Intro­duc­tion:

• The “18th Camel” and the “Game of Life
• The 3 Bar­riers to Nego­tia­ti­on:
  • Boul­wa­rism or why non-nego­tia­ti­on is use­l­ess
  • Why you don’t get what you deser­ve; but what you bar­gain for
  • Why women give away at least € 500 000 in 2 minu­tes but are actual­ly the bet­ter nego­tia­tors
• Simu­la­ti­on: basic con­cepts of nego­tia­ti­on

Power:

• The “inner Game”: 
  • The source of power
  • Why we unde­re­sti­ma­te our power
  • BAT­NA: The loa­ded gun
• Simu­la­ti­on: Find the BAT­NA

• Show power:
  • Scar­ci­ty effect: crea­te com­pe­ti­ti­ve situa­ti­on
  • Time: Why time is money in nego­tia­ti­on
  • The gol­den moment: Wou reco­gni­ze and use the peak of your power
  • Inte­rest: How to use the method of pick-up artists for nego­tia­ti­ons
  • Aut­ho­ri­ty: Why you should never have the last word

Com­mu­ni­ca­ti­on:

• Rela­ti­onships:
  • Trans­cul­tu­ral dif­fe­ren­ces
  • How to turn enemies into allies
  • Recei­ve and show respect
  • The bal­c­o­ny — lear­ning from samu­rais
• Infor­ma­ti­on:
  • Sig­mund Freud’s favo­ri­te tech­ni­que and how to use it
  • Asking the right ques­ti­ons — lear­ning from the CIA
  • The Colum­bo tech­ni­que
  • The Soviet Method and the Negotiator’s Dilem­ma

Inte­rests:

• Why com­pro­mi­se is bad
• Win-Win: Myth and Truth
• The Har­vard con­cept: inte­rests ins­tead of posi­ti­ons
• Find and reve­al inte­rests
• The struc­tu­re of your next nego­tia­ti­on
• Simu­la­ti­on: Inte­rest-based nego­tia­ti­on

Tac­tics:

• Ancho­ring: He who starts, wins
• Flinch & Crunch: React smart­ly
• Fair­ness: under­stan­ding and mana­ging per­cep­ti­on
• “Jade stone for brick”: opti­mal­ly struc­tu­re con­ces­si­on
• Pro­s­pect Theo­ry: Frag­men­ting or Sum­ma­ri­zing the Bar­gai­ning Mass
• Framing: how to move the refe­rence point

The con­clu­si­on:

• Under­stan­ding and using the Con­cor­de effect
• The Nib­ble: 5 % more per deal
• The art of buil­ding a ‘gol­den bridge

9:15 Arri­val and han­ding out of docu­ments (only on day 1)

9:30–11:00 Semi­nar

11:00–11:15 Cof­fee break

11:15–12:45 Semi­nar

12:45–14:00 Lunch

14:00–15:30 Semi­nar

15:30–15:45 Cof­fee break

15:45–17:00 Semi­nar

(exact times may vary)