Negotiating professionally I

Fundamentals of negotiation based on the Harvard strategy


There are many situations – both professional and private – that require us to negotiate, for example when discussing prices with suppliers, negotiating contract terms with customers, or communicating between departments in your company.

If you are new to negotiations, have just gained your first practical experience or simply never had a training session on the subject - here you will find the most important theory, tactics and know-how for your future negotiations.


Benefits to you:

  • You will learn a set of key negotiation techniques that you can use in many situations and apply them with confidence.

  • You will learn the importance of proper preparation in strengthening your negotiating position.

  • You will put your negotiating skills to the test and receive valuable feedback.

Sebastian Hawkins on the seminar "Professional Negotiation".

Professional Negotiation I

Maximum group size: 12. Duration: 2-3 days, depending upon requirements


Ideal for newcomers and people with little professional negotiation experience or who have never received real training!


Principles of effective negotiation

  • Fundamentals of negotiation

  • Why it pays to be able to negotiate skilfully

  • Weighing up when to negotiate and when to leave the negotiating table

  • Strategic approaches and variations in style


Good preparation

  • Questions and tools for planning and preparing a negotiation

  • Alternative courses of action (BATNA) when no agreement is possible

  • Expanding the scope with additional options and possible solutions


Communication in negotiations

  • How to steer the negotiation and explore the interests of the negotiating partner through specific questioning techniques

  • Active listening to better understand the motives and concerns of the other party

  • The importance of body language, confidence and personal presence


Tactics and techniqes

  • Phases and activities

  • Techniques and tactics to convince the other side

  • Practical implementation of the Harvard concept for fair and efficient negotiation


Interactive workshop with trainer input, group and pair work, role exercises, video analysis, group discussions and case analyses

The above topics can be combined with other subjects to create a custom inhouse seminar.

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