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Negotiating Successfully

Negotiation skills in international business require an understanding of both the principles of solution-oriented negotiation and an awareness of the influence of cultural differences.

Self-assessment and external assessment are as fundamental to the development of your personal negotiation strategy as the recognition and utilisation of intercultural particularities. Where different cultural imprints encounter one another, what emerges is more than the sum of the individual experiences, attitudes and approaches.

Negotiations with international discussion partners can only be truly good and successful if, in spite of all the differences, the participants manage to build a mutual basis for communication and decision-making.
If you can recognise the negotiation culture and tactics of your negotiation partner and you know how to deal with them, you are clearly ahead of the game.

In our “Negotiating” training you prepare your personal criteria and strategies for successful negotiations.

TOPICS 

  • Negotiation Skills - Foundations to Professional
  • Negotiation Skills for Sales Units
  • Negotiations Skills for Diverse Business Cultur

 

  • Fundamentals of negotiation management +

    • The right preparation for negotiations
    • Criteria for good negotiations (mutual appreciation, information, communication exchange, positive feedback, etc.)
    • Negotiation sequence
    • Don’t lose sight of your stance and your objective
    • Arguing your point and reacting skilfully to opposing arguments
    • Recognising viable solution variations
    • Listening actively and posing questions
    • Typical negotiation mistakes
    • Objections and critical situations
    • Securing the negotiation result
  • Personal negotiation strategy +

    • Analysing one’s personal negotiation style
    • Recognising and applying new potentials
    • Influence and persuasiveness
    • Developing personal behavioral strategies
    • Establishing your standpoint
    • Developing one’s own negotiation tactics and negotiation style
  • Intercultural negotiations +

    • Culturally influenced relations, rules and behaviours
    • Different cultural value systems
    • Different negotiation cultures (planning and decision mentality, duty obligations, etc.)
    • Consciously recognising and dealing with the negotiation partner’s cultural differences
    • Recognising and using existing differences to your advantage (flexibility, speed, complexity, improvisation, innovation, etc.)
    • The win-win strategy in the international context
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  • Leading International Teams +

    Leading International Teams Intercultural teams are characterised by a high degree of creativity and flexibility. But they also inherently contain very high levels Read More
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    Negotiating Successfully Negotiation skills in international business require an understanding of both the principles of solution-oriented negotiation and an awareness of the Read More
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