Everybody can negotiate. But what is the best way to proceed? In our interactive workshop, you will learn approaches, techniques and methods for successful negotiations and you will get answers to these questions:
On day 1, we will align all participants and provide a common vocabulary and understanding of basics, refreshing common negotiation theory. Participants will evaluate their own negotiation profile in advance, and we will discuss implications and meaning of the profiles for the dynamics of negotiation and the likely impacts on the results. In a practical negotiation case, participants will apply their preparation and execution and discover how their profiles shape the negotiation outcomes.
Day 2 will answer the question if a win-win is possible and how to best negotiate for maximum results. Status, Power and Psychology are amongst the most influential parameters in any negotiation. Participants will learn to become aware of social cues and use them to get what they want. Role-plays during day 2 will focus on difficult scenarios and the usage of status and power.
During Day 3, we will focus on group dynamics in negotiation preparation and analysis, as well as on dirty tricks and counters. A role play case will give participants the opportunity to experience complex negotiations with multi-party agendas.
The seminar is designed for professionals and managers in all industries who want to learn effective negotiation techniques, develop their negotiation skills and strategically prepare their negotiations.
This seminar will give you both a solid base in negotiation theory and sufficient practical exercise to take your negotiation skills to the next level. You will practice power, status, persuasion and negotiation tactics and strategies with exercises, discussion, and live negotiation use cases. This provides you with the opportunity to apply your new skills, and get expert advice directly related to your negotiation approaches. This program will enable you to become a more effective and reflective negotiator, both online and in person.
Participants receive a certificate from Goethe Business School upon successful completion of the program.
| Dates | Sessions |
|---|---|
| Friday, 17. March 2023 | Day 1 - Basics, Online Training |
| Friday, 24. March 2023 | Day 2 - Role-Play, Online Training |
| Friday, 31. March 2023 | Day 3 - Analysis, Online Training |
Our 3-day certification program will not only give you the background to the latest negotiation theory. In this hands-on course, you will put learnings right into practice and negotiate to get what you want. Unique to GBS, a post-program one-on-one negotiation coaching and the ½ -day online refresher will support your behavioral changes and provide value beyond the classroom, addressing your actual business challenges.
| Deadlines | Program Fees | |
|---|---|---|
| Early-Bird | January 31, 2023 | EUR 1.900 |
| GBS/GU Alumni | March 16, 2023 | EUR 1.700 |
| Regular | March 16, 2023 | EUR 2.100 |
Fees are exempt from VAT.
Day 1 - 17.03.2023
Day 2 - 24.03.2023
Day 3 - 31.03.2023
Coaching sessions booked individually
Participants receive a certificate from Goethe Business School upon successful completion of the program.
English
Online
Course materials including case studies, lecture slides, etc. will be made available in electronic form.
Fees are exempt from VAT
Stephan Jansen is the founder and managing director of Beyond the Deal GmbH, an internationally active M&A boutique based in Germany with offices in Frankfurt am Main, Paris and Sao Paulo. Before Stephan became a consultant in 2014, he worked with large listed companies (SAP, F.Hoffmann-La Roche and Fresenius) in the IT, healthcare and life sciences sector. Stephan has applied his negotiation expertise in numerous M&A transactions worldwide - some as small as 5 Million EUR, others exceeding billion-dollar amounts. He teaches negotiation at Goethe University and supports corporations and business executives with negotiation trainings and negotiation execution in critical projects.