Effective Business Negotiations

Reach agreements in formal and informal situations

• Identify key success factors and avoid key failure factors for effective business negotiations
• In this workshop we will show you a proven-to-work structure to prepare efficiently for any type of business negotiation
• In addition you will learn tips and tricks for successful business negotiations

Negotiating with business partners is increasingly important – since such negotiations not only take place between customers and suppliers, but also in daily business life with colleagues e.g. in international teams.

In this course, you will learn different approaches to negotiation, enabling you to select the most suitable strategy for various business situations, ranging from simple discussions with colleagues to complex contract negotiations.

Your benefits:

The focus of our interactive online business workshop is the best practice exchange with our expert trainer and other participants from various industries. Learn from the mistakes others already did, and also see how others solved or by-passed business problems. Short-cut your efforts with our included ready-to-use business templates!

• You will learn to identify a successful negotiation process, and also understand how to avoid failure
• You will learn different negotiation techniques and tactics
• The concepts of BATNA and ZOPA will be explained using realistic use cases
• The negotiation tools “Information Matrix” and “Concession Matrix” are explained and trained with examples. Excel templates for information and concession matrix are included as ready-to-use business solution.
• You will learn to negotiate win-win agreements, including situations e.g. as moderator of conflict situations
• You will learn to defend against unfair negotiation strategies, e.g. emotions, manipulation or special negotiation tricks.
• Our Excel template “Unfair Negotiation Strategies” with respective counter strategies is included as well !

Agenda

Module 1: Success Factors for Effective Business Negotiations

• Characteristics of business negotiations
• Key factors for successful business negotiations
• Three approaches to improve the quality of negotiation processes

Module 2: BATNA & ZOPA

• Definition and effective use of BATNA and ZOPA
• What happens if there is no ZOPA?
• Use case “The farm negotiation”

Module 3: The Information Matrix

• Ready to give & keep for yourself
• Want to know & surprise expectation
• Use case “The farm negotiation”

Module 4: The Concession Matrix

• Ready to compromise & for sure not
• Bargain area & surprise offers
• Use case “The farm negotiation”

Module 5: Final Negotiation Matrix

• Your defined objectives and benefits
• The opponents anticipated objectives and benefits
• Prioritization of your negotiation approach

Module 6: Alternatives and Out-of-the-box Preparation

• Pressure, cooperation, escape or give-in techniques
• Thinking in backward alternatives
• Checklist negotiation power

Module 7: Negotiation Phases

• The five phases of business negotiations
• Necessary process change documentation
• Process change management screenplay

Module 8: Tips for Difficult Negotiations

• Unfair negotiation strategies
• International differences in business negotiations
• Collaborative vs. competitive negotiation style

Business solutions included:

• Excel template “Information Matrix”
• Excel template “Concession Matrix”
• Excel template “Unfair Negotiation Strategies”

Each module will take about 45 minutes with additional time for any of your questions!

Workshops Offered

1. Open Online Business Workshops

999 Euro* per participant, anybody can register, max. 10 participants

2020:

• July 1 & 2, 2020, each 9am-12:30pm (Workshop in English)
• October 1 & 2, 2020, each 3pm-5:30 pm (Workshop in English)
• December 17 & 18, 2020, each 9am-12:30pm (Workshop in German)

2021:

• January 25 & 26, 2021, each 9am-12:30pm (Workshop in English)
• March 9 & 10, 2021, each 3pm-5:30 pm (Workshop in English)
• May 10 & 11, 2021, each 9am-12:30pm (Workshop in German)

All times are CET = Central European Time (UTC+1), EN = Workshop in English, DE = Workshop in German

2. Inhouse Online Business Workshops

• Any time worldwide, you select the day and time, for up to 10 participants.
• Choose between one-day or multiple-day formats and schedule the modules anyway you prefer.
• Tailored to your needs, you can mix and match training or consultation topics as you desire.
• We offer our workshops in English and German. If you require different languages kindly contact us!
• You need an expert-on-demand to help you with a difficult business issue ? In our tailored inhouse online business workshops we can help you to identify, analyze and solve complex or complicated business topics !
• Contact us for an offer tailored to your needs !

*All prices are excluding appl. taxes e.g. VAT / MwSt. Early bird discount of 10% until 6 weeks before scheduled date. 10% discount for additional participants from the same company. Advance payment is required for participation in our workshops.