Effective Business Negotiations

Module 1: Success Factors for Effective Business Negotiations

• Characteristics of business negotiations
  
• Key factors for successful business negotiations
  
• Three approaches to improve the quality of negotiation processes •

Module 2: BATNA & ZOPA

• Definition and effective use of BATNA and ZOPA
  
• What happens if there is no ZOPA?
  
• Use case “The farm negotiation”
  

Module 3: The Information Matrix

• Ready to give & keep for yourself
  
• Want to know & surprise expectation
  
• Use case “The farm negotiation”
  

Module 4: The Concession Matrix

• Ready to compromise & for sure not
  
• Bargain area & surprise offers
  
• Use case “The farm negotiation”
  

Module 5: Final Negotiation Matrix

• Your defined objectives and benefits
  
• The opponents anticipated objectives and benefits
  
• Prioritization of your negotiation approach
  

Module 6: Alternatives and Out-of-the-box Preparation

• Pressure, cooperation, escape or give-in techniques
  
• Thinking in backward alternatives
  
• Checklist negotiation power
  

Module 7: Negotiation Phases

• The five phases of business negotiations
  
• Negotiation screenplay
  
• Further tips for preparing a successful negotiation

Module 8: Tips for Difficult Negotiations

• Unfair negotiation strategies
  
• International differences in business negotiations
  
• Collaborative vs. competitive negotiation style

Your benefits:

The focus of our interactive online business workshop is the best practice exchange with our expert trainer and other participants from various industries. Learn from the mistakes others already did, and also see how others solved or by-passed business problems. Short-cut your efforts with our included ready-to-use business templates!

• You will learn to identify a successful negotiation process, and also understand how to avoid failure
  
• You will learn different negotiation techniques and tactics •The concepts of BATNA and ZOPA will be explained using realistic use cases
  
• The negotiation tools “Information Matrix” and “Concession Matrix” are explained and trained with examples. Excel templates for information and concession matrix are included as ready-to-use business solution.
  
• You will learn to negotiate win-win agreements, including situations e.g. as moderator of conflict situations
  
• You will learn to defend against unfair negotiation strategies, e.g. emotions, manipulation or special negotiation tricks.
  
• Our  Excel template “Unfair Negotiation Strategies” with  respective counter strategies is included as well !
  

We are using Zoom and Miro for a highly vivid and interactive online business workshop. Participants will interact with virtual online boards and can exchange best practice approaches. We have 10 seats for each workshop only and will split the workshop into 2 or 3 groups in order to have an intensive exchange in the groups. The result of each group is then presented and discussed with all together to allow everyone to get valuable tips and tricks for your daily business life.

We seperate our workshop in two parts, each about 3,5-4 hours with a coffee break in between. The end time is flexible, depending on your questions. If there are more questions and need for exchange of information, then we extend the time accordingly.

Part 1 (app. 3,5 hours)

• Module 1 + 2 app. 90 minutes
• Coffee break app. 30 minutes
• Module 3 + 4 app. 90 minutes
  

Part 2 (app. 3,5 hours)

• Module 5 + 6 app. 90 minutes
• Coffee break app. 30 minutes
• Module 7 + 8 app. 90 minutes

• Excel template “Information Matrix”
  
• Excel template “Concession Matrix”
  
• Excel template “Unfair Negotiation Strategies"

• Professionals and executives from all sectors and levels.
  
• Companies that want to improve the skills of their employees to be prepared for the future of work.