ONLINE Training

My first negotiation

... held with success!

New to the job?

New role?

Your first negotiation?

Then you are at the right place. This ONLINE training prepares you perfectly for your first negotiation.

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 do I learn in this training, for example?


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 will 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 an orientation and a guide to reaching better results and improving the process along which we negotiate

What topics do you cover?

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 are the planning tools are there that help me increase my confidence and preparation?

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 we build up a relationship at the beginning?

What kind of information do we need to exchange and how?

What signals am I looking for on 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 we create value for both parties?

How do we go about developing solutions together?

How do I convincingly put forward arguments?



At the end of negotiation

How do I know when I've reached the end or when it's time to walk away from the negotiation table?

What criteria can we 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?

Booking information

  • LIVE over 2 full days

  • Duration: 8h per day (incl. breaks)

  • Language: English/German

  • Maximum participants: 12

Participation fee

€ 890.00 plus VAT.

Upcoming events:


20 – 21 May 2021 (English)
01 – 02 July (German)
16 – 17 September (English)
25 – 26 November 2021 (German)


from 9 am to 5 pm on each day

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.

More info...

What benefit do I get from the seminar?

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 for 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 after the training.

We give you a chance and the room to discuss with your training colleagues as well as us your personal questions regarding negotiation.

We don't mind making mistakes or getting things wrong because it's one of the best ways to learn we encourage you to try things out.

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 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!

Sebastian James Hawkins

90513 Zirndorf


Wachendorfer Str. 7



Fax: +49 (0)3222 - 14 87 198


Tel: +49 (0)911 - 39 45 628