When it’s the result that counts!

Negotiating to Win (I)

In a world of multinational corporations, global supply chains and instant digital communication, business professionals have to negotiate in international teams and across cultural boundaries every day. Whether it’s allocating resources for a project, funding a new initiative or even applying for a new job, negotiation and interactive decision-making skills are important for all kinds of roles when working across cultures.

Our Negotiating to Win (I) seminar will help you to gain a better understanding of decision-making strategies, understand and use your personal tendencies in the face of conflict, and learn to powerfully maximise these to become a more effective negotiator in any cultural context. A highly qualified trainer facilitates this intensive two-day experience-based seminar, which emphasises the practical application of skills learned through role plays with video feedback.

Seminar content

  • Understanding the negotiation process and various negotiating styles
  • Planning the strategy that works for each negotiation context
  • Evaluating a best alternative to a negotiated agreement (BATNA)
  • Building your own repertoire of tactics
  • Recognising the most common manipulative tactics used by difficult people (and learning strategies for neutralising their effects)
  • Understanding the role of ethics in negotiation
  • Determining your style of communication and adjusting it to get the results you want
  • Identifying resistance (and getting past it!)
  • Structuring and organising your arguments for an international audience

Target group

Negotiating to Win seminars are aimed at everyone from entry-level employees to chief executives who are confronted with negotiating change, agreements, sales, cost issues, budgets, new business … in short, anyone who needs to convince others. If you are an experienced negotiator and want to attend our negotiation “master class” read about our Negotiating to Win (II) seminar.

Advanced seminar: Negotiating to Win (II)

The master class for experienced negotiators

You can negotiate in multicultural contexts, but can you excel in the toughest of negotiations? Can you work within a small bargaining zone, handle complex cross-cultural team negotiations, manage difficult personalities and obtain good results when you’re up against oppressive deadlines? This master-class negotiation seminar is designed to turn experienced negotiators into excellent negotiators.

Learn to increase your proficiency in overcoming hard bargainers and hard bargaining situations. Know how to analyse complex negotiation scenarios, provide a larger range of competitive and cooperative negotiation strategies and learn to “expand the pie”. More for me doesn’t need to mean less for you! In many negotiation situations, there are value-creating opportunities that can be exploited to provide “more pie” for both parties. With a focus on the psychology of persuasion as well as the importance of argument-building and creativity in negotiation success, this seminar will give you the winning edge.

A highly qualified trainer facilitates this intensive two-day experience-based seminar: you apply your new negotiation skills by taking part in a number of dynamic, interactive exercises and role plays with video feedback.

Seminar content

  • Equipping yourself for difficult negotiations
  • Improving techniques for “getting more”
  • Approaching cross-cultural negotiations
  • Preparing effectively for team negotiations
  • Devising creative solutions to expand the pie
  • Building powerful arguments
  • Regaining control of the negotiation
  • Dealing with someone who is more powerful than you
  • Making time work for you when you do not have much time to prepare
  • Strengthening interpersonal relationships in business

Target group

Participants need to have successfully attended Negotiating to Win (I) or an equivalent seminar. This seminar is held in English and focuses on the skill (as opposed to simply the language) of negotiating. We therefore recommend an upper-intermediate level of English (high B2 or C1 based on the Common European Framework of Reference) for participation.

Negotiating to Win I or II at a glance

  • Two days
  • In-company seminar – max. 6 participants; dates and prices available on request
  • Seminar at an EnglishBusiness training centre – max. 6 participants; locations, dates and prices available on request

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