Negotiation training

Be convincing and successful with certainty

In the business world and in private life, the art of negotiation determines success or failure.

Effective negotiation, based on thoughtful negotiation training and the use of strategic tactics, enables people and organizations to pursue their goals with clarity and conviction.

Negotiations shape our everyday lives – be it in the structuring of business relationships, salary negotiations or everyday decisions. Mastering effective negotiation tactics can mark the difference between an acceptable compromise and outstanding success. Good negotiation requires a balanced combination of communication skills, psychological sensitivity and strategic planning.

Comprehensive negotiation training aims not only to teach techniques, but also to develop a deep understanding of the human aspects of a negotiation. It is about creating win-win situations in which all parties can achieve their goals. The ability to understand and respond appropriately to the dynamics of different negotiation situations is a hallmark of true negotiation competence.

Basics of negotiation training

The negotiation training aims to equip participants with the tools they need to be both goal-oriented and flexible in negotiations.

These training sessions are about clearly defining your own goals and at the same time understanding and incorporating the perspectives of other parties.

A central element of the training is the development and refinement of specific techniques. These include both verbal and non-verbal communication skills, strategic planning and understanding psychological dynamics. Effective training provides practical exercises in which participants learn to apply theoretical knowledge in real-life negotiation scenarios.

Participants in a negotiation training course can expect to learn how to:

Negotiations structured,
resolves conflicts and creates consensus,
while safeguarding its own interests.

The ultimate goal is to develop comprehensive negotiation skills that enable you to act confidently and successfully in a variety of situations.

AVANSA negotiation training Contents

The content of AVANSA’s negotiation training is diverse and aims to develop comprehensive negotiation skills in order to act successfully in different contexts.

They include:

Body language

Participants learn to use and interpret non-verbal signals effectively, which is crucial for understanding and influencing negotiation situations.

Basics

The training provides a sound overview of the basic principles of successful negotiation.

Flexibility

One focus is on developing the ability to adapt quickly to changing circumstances and unexpected challenges in negotiations.

Techniques

Various negotiation techniques, from opening to closing, are covered in detail.

Negotiation situations

Specific scenarios are played out in order to consolidate the application of the skills learned in practice.

Preparation

A key component is preparing for negotiations, including analyzing the negotiating partners and defining your own goals.

Training

Practice-oriented exercises and role-plays are an integral part of the course to deepen and apply the content learned.

Communication training

Effective communication, both verbal and non-verbal, is a core topic that enables participants to present themselves clearly, confidently and convincingly.

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Course of a negotiation training

Negotiation training at AVANSA is characterized by a structured and interactive process that aims to train participants in realistic situations. The training methodology is based on a mix of theoretical teaching, practical application and reflection in order to gain a deep understanding of negotiation dynamics.

The result is increased negotiation skills that are applicable and promising in any situation.

Introduction and theory

First, the basic principles and theories of negotiation are discussed. This includes a detailed look at different negotiation styles and strategies as well as an introduction to key concepts such as defining interests and objectives.

Focus on results

Each training course aims to achieve a concrete result in the form of improved negotiation skills. Participants learn how to conduct negotiations in a targeted manner and bring them to an effective conclusion by applying the methods and strategies they have learned.

Practical application

The focus is on simulating real negotiation situations. In these exercises, participants directly apply the methods and techniques they have learned. This promotes an understanding of the complexity of negotiations and makes it possible to develop and refine individual skills.

Conclusion and outlook

At the end of the training, the most important findings are summarized and an individual action plan is drawn up for the application of the skills acquired in the professional or private environment.

Analysis and feedback

Each exercise unit is followed by a detailed analysis. Feedback from the trainer and other participants helps to identify strengths and areas for improvement. This process is crucial for reflecting on what has been learned and continuously improving your own negotiation skills.

Who is negotiation training suitable for?

Negotiation training at AVANSA is ideal for a broad target group:

Buyers who negotiate complex contracts,
Sales staff who want to increase their sales figures,
and managers who are faced with the challenge of conducting internal and external negotiations.

Advantages of negotiation training

AVANSA’s training courses offer significant advantages. They strengthen your position in negotiations and increase the likelihood of influencing the subject of negotiations in your own favor.

Advantages for companies

Creating a strong win-win situation: negotiation training empowers employees to find solutions that fulfill company goals and the interests of business partners. This creates the basis for lasting and profitable relationships.
Improving relationships with business partners: Skillful negotiation techniques and improved communication create stable and trusting relationships with business partners, which in turn opens the door to new opportunities and collaborations.
Strengthening the negotiation skills of managers: Managers who can negotiate effectively are better able to represent the interests of the company and achieve strategic goals.
Long-term success: More effective negotiations lead to better results in business deals. Targeted training develops sustainable negotiation strategies that lead to repeated success.

Advantages for participants

Improvement of negotiation techniques.
Stronger impact on negotiating partners.
Better decision-making in negotiations.
Increasing personal success in negotiations.

Possible topics in sales consulting

AVANSA’s sales consulting covers a wide range of topics that are crucial for every company:

Success in negotiations

Skillful negotiation is crucial to achieving positive results in various situations. It directly influences the success of business deals, partnerships and internal agreements.

Building effective relationships

Skillful negotiation creates strong, trusting relationships with negotiating partners, which can lead to long-term cooperation.

Adaptation to different situations

Skilled negotiators can adapt flexibly to different situations and negotiating partners, which increases the likelihood of a successful deal.

Improved negotiation skills through training

Targeted negotiation training sharpens skills such as changing perspectives, argumentation and finding compromises, which increases overall effectiveness in negotiations.

What skills are useful in a negotiation?

Communication skills

Effective verbal and written expression, both verbal and non-verbal.

Empathy and psycho-logical understanding

Empathy for other perspectives and motives.

Strategic thinking

Planning and implementation of negotiation strategies.

Conflict resolution skills

Identification and resolution of conflicts during the negotiation.

Negotiation ethics

Integrity and fairness in dealing with negotiating partners.

Knowledge from seminars

Updated knowledge and application of modern negotiation techniques.

Analytical skills

Quickly grasp and process complex information.

Adaptability

Flexibility and responsiveness to changing negotiating circumstances.

Decision-making ability

Fast and well-founded decision-making under pressure.

Self-confidence

Convincing appearance and assertion of own positions.

Patience and perseverance

Long-term commitment and perseverance in tough negotiations.

Creativity

Development of innovative solutions for challenging negotiation problems.

Negotiation technique and negotiation strategy

These 9 techniques and strategies are essential components of effective negotiation training and can be used strategically in various negotiation situations. They enable you to strengthen your own negotiating position and reach a successful conclusion.

Harvard concept: This negotiation strategy is based on the principle of fact-based negotiation. The aim is to find solutions that are beneficial to all parties by focusing on interests rather than positions.
BATNA (Best Alternative To a Negotiated Agreement): Identification and development of the best alternative to a negotiated agreement in order to have a strong position in negotiations.
Anchor setting: A technique in which a specific proposal is made at the beginning of the negotiation to influence the framework and direction of the negotiation.
AZonk technique: This involves making an offer that is obviously unacceptable to the other party in order to make a more moderate offer appear more attractive later on.

Win-win strategy: Focus on solutions that benefit both parties to promote a sustainable and positive relationship.
Interest-based negotiation: DFocus on the underlying interests and needs of all parties, not just the superficial positions.
Scenario technique: Prediction and preparation for various possible negotiation situations and outcomes.
Tactical retreat: Strategic yielding on less important points in order to gain advantages on crucial issues.
Silence as a tactic: use of pauses and silence to encourage the other party to reflect and possibly make concessions.

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Tips and tricks for successful negotiations

In business or private situations, the right preparation and an empathetic understanding of the other party pave the way for successful negotiations.

What applies both in business and in private life?

Thorough preparation

Find out all you can about the situation and the people involved. Good preparation is the key to success in any negotiation.

Clear objective

Define what you want to achieve and know your non-negotiable points. This will help you to negotiate in a focused and targeted manner.

Active listening

Listen carefully and try to understand the needs and motivations of the other party. This creates a basis for mutual respect and understanding.

Open communication

Be honest and transparent about your intentions. This promotes trust and makes it easier to find joint solutions.

Specific tips for the business world:

Flexible tactics

Be prepared to change your strategy if new information emerges or the situation changes.

Empathy in the negotiation:

Understand the goals and limitations of the other side to find more effective solutions.

Tips for private negotiations:

Keep patience

In private negotiations, it is often necessary to be patient and leave room for reflection. This

Aiming for a win-win

Look for solutions that are beneficial to all parties involved in order to strengthen and maintain long-term relationships.

What role does negotiation psychology play?

Negotiation psychology is a key element that enables you to understand and control the dynamics of negotiations. Knowledge of psychological aspects enables you to negotiate in a more targeted and effective way. It promotes success in specific negotiation situations and strengthens your general negotiation skills.

Their influence is visible in various aspects of negotiating:

Understanding your negotiating partners: Psychological knowledge helps you to better understand the motives, emotions and behavior of your counterparts and to react accordingly.
Effective communication: Psychological knowledge makes it possible to pay attention to subtle signals and adapt your own communication so that it resonates and convinces.
Dealing with conflict: A deep understanding of human psychology is critical to defusing conflict and achieving positive outcomes in negotiations.

In conclusion, true mastery in negotiation comes from a subtle fusion of technical expertise, deep psychological understanding and rich practical experience.

This combination, characterized by an unobtrusive competence and a nuanced approach, reflects the quality and value of AVANSA’s negotiation training. It is this disciplined but empathetic approach that makes the training an indispensable resource for all those who strive for excellence in the demanding art of negotiation.

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