Negotiations

Everyday we negotiate with colleagues, family and friends. When it goes well, not only the result is good, we often view the negotiation as having been a positive experience. In the same way, when it goes badly it is not just the result that makes us unhappy.

Negotiations are among the most complex situations that we face, but have you ever stopped to think what makes for a successful negotiation and what makes a successful negotiator? Modern negotiation theory provides answers to these questions and can help us make a negotiation successful not just for ourselves but for our negotiating partners as well.

Seminar aims

The seminar gives the participant a clear understanding of the requirements for successful negotiation. It also provides the opportunity to practice both the theory and the English language frequently used in this situation in realistic negotiating situations.

The seminar answers these questions:

....Which negotiating strategy leads to the best results?
....What qualities does a negotiator need in order to be successful?
....What is the English you need to know to help you negotiate successfully?

These elements form the core of the course and are continually practiced in a variety of situations.

Two other mini-lectures cover important aspects of negotiations and offer insights into how to reach your goals when dealing with difficult negotiating partners.

....Psychology and negotiations
....Difficult negotiations and how to deal with them

Finally, the seminar looks at the role that culture plays in negotiating, a crucial area in international business and one that is too often neglected. The German negotiating style is very different from other cultures and can often result in sub-optimal agreements or no agreement at all. Understanding your own style and developing intercultural sensitivity are key to successful international negotiations.

All elements of the course are practiced in a series of negotiation simulations. Individual coaching and written feedback covering both language and negotiation skills is given.

Who is the seminar for?

For any employee that has to negotiate, epecially those using the English language.

Seminar Contents

....Negotiation theory – A framework for success
....You the negotiator – Preparation, attitudes, psychology
....How do I say that in English? – Word power for negotiations in English 1
....How do I say that in English? – Word power for negotiations in English 2
....Why did I just agree to that? – The psychology of negotiations
....I win - you lose - dirty tricks – Recognising and dealing with difficult negotiation
........ situations
....We do it differently – How culture affects the way people reach agreements
....Negotiation simulations

Seminar size

There is a maximum seminar size of eight.
Individual coaching is also available.
Seminars can be customized to your individual needs.


For further details contact Sariska.