Assumptions, dilemmas and strategies for successful negotiations

Audience
The course is aimed at employees, managers and advisers who participate in or prepare for negotiations in everyday working life. It is suitable for those who want to understand how their own assumptions and mindsets influence behaviour, choices and outcomes, and who want to use a structured model to create more robust and sustainable agreements.

Learning objectives
Participants will gain insight into how assumptions and mindsets shape negotiation behavior, and how different negotiation styles affect process, relationship and outcomes. They should learn to recognize common negotiating dilemmas and make better strategic choices. The course provides a practical understanding of a modern seven-element negotiation model, as well as the value circle as a framework for assessing whether a deal is successful and sustainable.

After completing the course you will be able to

• Explain how one's own assumptions and mindsets affect negotiation behavior and outcomes.
• Identify and challenge your own attitudes in negotiation situations to act more consciously.
• Describe soft, hard and collaborative negotiating style, and choose a more appropriate approach in different situations.
• Recognize key dilemmas in negotiations and analyze the consequences of various strategic choices.
• Use the new seven-element negotiation model to plan, conduct and evaluate negotiations.
• Strengthen relationship, communication and clarification of interests to expand the room for action and find better solutions.
• Use objective criteria and clear commitments to increase the legitimacy and enforceability of agreements.
• Assess whether a deal is successful using the value circle, including better than BATNA, fulfilled interests, legitimacy, relationship and clear communication.