Introduction to the Strategic Negotiation Process
- Looking at the big picture – what is at stake, what can be negotiated?
- Know your counterpart’s business, mindset and cultural background
- Be aware of your own communication style and be ready to step out of your comfort zone
- Defining and recognizing goals, strategy and power balance before entering the negotiation
- Don’t just discuss what your counterparts want—find out why they want
Prepare Step-by-Step
- Establish the right climate and build trust
- Take control – set agenda
- Build a solid strategy, choose appropriate tactics
- Anticipating objections, creative thinking, selling your ideas, breaking deadlocks, bargaining, closing
Negotiation simulation, preparing and planning
Negotiation simulation starts
Analysis and feedback
Conclusion of the day - Key takeaways
The training day ends