Negotiating techniques

You do not get what you deserve – You get what you negotiate.

Course description:

During the course you will learn negotiation basics, how to plan, implement and follow up the negotiation. You will learn different techniques, how to respond to the other part and how to handle different situations like telephone negotiations and multi-party negotiations.

Target group:

Managers, leaders, project managers, salespeople, lawyers, politicians, and of course everybody that benefits from negotiation techniques in their work.




Preparatory task before the course. Reading study material. Lectures interspersed with exercises and role plays. Every negotiation is planned and implemented by the participants in front of video camera. Afterwards, the participants immediately give and recieve feedback and tips to improve their negotiating skills. You will see how you continually develop as a negotiator.

Course documents available for download to iPad or computer:

  • Comprehensive course documentation with slides, checklists, templates, tutorials and videos.
  • Literature: Getting to Yes: Negotiating Agreement Without Giving In [Kindle Edition], Roger Fisher.
  • Diploma obtained after completed training.


The basics of negotiation

  • Winners & losers.
  • What creates a good negotiator.
  • Negotiation as a game.

Negotiation Composition

  • Needs, goals, action plan.
  • Ambition.
  • Roles.
  • Personality types.
  • Status.
  • Cultural differences.

Implementation of the negotiations

  • Open negotiations.
  • Win – Win.
  • You have more power than you think.
  • Negotiation process phases.
  • Negotiation techniques.
  • Lock-ups.
  • How to respond to the other part’s negotiating techniques.
  • Finish & summarize negotiations.

Special negotiation situations

  • Negotiating over the phone.
  • Multi-party Negotiations.

After negotiations

  • Documentation.
  • Follow-up.
  • After the negotiation.