This seminar is both for experienced negotiators with new responsibilities and for junior negotiators who will in future be in charge of high-stake meetings.

Participants will:

•  optimise their demeanor vis-a-vis suppliers, clients or other partners,
•  design a professional negotiation strategy,
•  analyse tactics and implement countermeasures.

In regard to international negotiations they will also:

•  analyse their own cultural values,
•  utilize cultural differences in their approach,
•  plan strategies and tactics more efficiently,
•  improve their language skills and avoid typical mistakes.

•   Critical success factors in negotiations,
•   Modules of efficient preparation - setting goals and defining strategy,
•   Social "glue": small talk and representative or public events,
•   Body language in meetings,
•   Improving networking and relationship management,
•   Personality and persuasion (body language, language, expression and rhetorical skills),
•   Internal and external perception (based on behavioural tests, such as  DISG®, including stress behaviour and negotiation       style)
•   Using power - defending against "dirty tricks",
•   Handling emotions in negotiations,
•   Progressing from positions to needs and motives,
•   Division of labour in a negotiation team,
•   Systematic diagnosis of interests and the status-quo,
•   Methods of facilitation in negotiations,
•   Reacting to objections and complaints,
•   Culture-specific behaviour in negotiations,
•   Clinching the deal,
•   Reviewing contracts.

Duration: up to 3 x 2½ or 3 days

Location: In selected own rooms or in a hotel of choice

Group Size: 8-10 participants