Negotiating to Win (I)

When it’s the result that counts!


Seminar goals

In a world of multinational corporations, global supply chains and instant digital communication, business professionals have to negotiate in international teams and across cultural boundaries every day. Whether it’s allocating resources for a project, funding a new initiative or even applying for a new job, negotiation and interactive decision-making skills are important for all kinds of roles when working across cultures.

Our Negotiating to Win (I) seminar will help you to gain a better understanding of decision-making strategies, understand and use your personal tendencies in the face of conflict, and learn to powerfully maximise these to become a more effective negotiator in any cultural context. A highly qualified trainer facilitates this intensive two-day experience-based seminar, which emphasises the practical application of skills learned through role plays with video feedback.


    • Understanding the negotiation process and various negotiating styles
    • Planning the strategy that works for each negotiation context
    • Evaluating a best alternative to a negotiated agreement (BATNA)
    • Building your own repertoire of tactics
    • Recognising the most common manipulative tactics used by difficult people (and learning strategies for neutralising their effects)
    • Understanding the role of ethics in negotiation
    • Determining your style of communication and adjusting it to get the results you want
    • Identifying resistance (and getting past it!)
    • Structuring and organising your arguments for an international audience

    Target group

    Negotiating to Win seminars are aimed at everyone from entry-level employees to chief executives who are confronted with negotiating change, agreements, sales, cost issues, budgets, new business … in short, anyone who needs to convince others. If you are an experienced negotiator and want to attend our negotiation “master class” read about our Negotiating to Win (II) seminar. This seminar is held in English and focuses on the skill (as opposed to simply the language) of negotiating. We therefore recommend an upper-intermediate level of English (high B2 or C1 based on the Common European Framework of Reference) for participation.

    At a glance

    • Two days
    • In-company seminar – max. 6 participants; dates and prices available on request
    • Seminar at an EnglishBusiness training centre – max. 6 participants; locations, dates and prices available on request