Using the Harvard Concept to gain confidence and hold successful negotiations
Who is this training for?
This training is for those who have had so far minimal experience in negotiation.
You might be in sales or purchasing or have to negotiate internally, for example, in an interface function or projects. Maybe you've observed others negotiate before and now it's soon your chance to take the lead. In this training, you gain the necessary negotiation tools, methods, tactics and techniques as well as the confidence for future talks.
What can you in this ONLINE training?
You learn various tactics and techniques to use to influence the result but also to help build upon the relationship with the other party
You learn how to go about planning and preparing a negotiation and using particular tools that help you say no and gain greater confidence for negotiation
You know how to implement Harvard principles or the Harvard concept as a guide to reaching better results and improving the process along which you negotiate
What topics are covered in the training?
Before the negotiation
What do I need to find out about the other party?
How do I go about strengthening my negotiation position before I start?
What planning tool exist that can help, amongst others to increase confidence?
What do I do if I have very little time to prepare?
What kind of approaches are there towards negotiation?
At the beginning
How can I set the scene and take control of the process?
How do I build up a relationship at the beginning?
What kind of information do we need to exchange and how?
What signals am I looking for and which should I send?
What kind of tactical questions can I ask in my negotiation?
During a negotiation
What differentiates competitive from cooperative negotiation?
What's the best way to go about formulating an opening offer?
How can I help to create value for both parties?
How do I go about developing solutions with the other party?
How do I convincingly put forward arguments?
At the end of negotiation
How do I know when it's time to end the negotiation?
What criteria can I use to help make decisions or to set standards?
What can I do if the other party doesn't play ball?
How do I learn from each negotiation for the next one?
LIVE over 2 full days
Duration: 8h per day (incl. breaks)
Maximum participants: 12
€ 890 plus VAT
Cancellation possible up to 28 days before the seminar (must be made in writing). The event can be transferred to another person and rescheduled to another available date after consultation.
If cancelled within 28 days of the seminar we reserve the right to charge 40% of the seminar fee.
Contact us if you have any questions!
+49 911 39 45 628
Sebastian James Hawkins
Sebastian is the founder of Hawkins Consulting and has worked as a freelance trainer and coach for over 12 years. The focus of the training is, among other things, negotiation, conflict management, intercultural skills.
What will you benefit from this training?
You understand how to use particular negotiation strategies and put together a game plan.
You know what activities and phases are essential in a negotiation.
You can learn and practise crucial skills whether that be questioning techniques argumentation or trying out some negotiation tactics.
You gain greater confidence when taking the lead in the negotiation.
You can negotiate your way through more difficult situations because you now master important principles of negotiation.
How are you going to teach me negotiation?
We make it practical, i.e. you get to practise the skills and tools that you learn in training, but these are skills and tools that you can use right away.
We give you a chance and the room to discuss with your training colleagues as well as us your personal questions regarding negotiation.
We encourage you to try things out and even make mistakes because it's one of the best ways to learn.
We also make it fun to learn negotiation!
As a method mix you can expect trainer input, pair and group work, negotiation role-plays, feedback sessions, short videos and games and quizzes to help the learning process along.
Accompanying your training you'll receive a workbook which you can use during our sessions to write your notes in or to and/or to use as a reference once the training is over.
What happens now?
Please allow up to 24 hours for us to confirm your registration. If you are the same person registering and taking part, please excuse that we will be sending you two separate emails. Participants receive all the details regarding times and a link to the online meeting room. Those registering receive confirmation as well as, at a later date, our invoice for the seminar.
If you have any questions regarding our content or how we train, please feel free to contact us anytime!