Successful Negotiations

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Successful Negotiations

Negotiations always require a specialized knowledge regarding the subject of the dialogue and demand an in-depth knowledge of the techniques and tactics needed to bring across one's ideas and achieve the desired outcome. In this workshop, the techniques necessary to participate successfully in negotiations, meetings and conferences will be covered.

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Content

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  • Phases of negotiations and meetings
  • Developing negotiation strategies
  • Looking for integrative solutions in a negotiation
  • Five key points for every negotiation
  • How to deal with difficult adversaries
  • The critical role of the emotions in negotiations and meetings
  • The important distinction between short and long-term results
  • Objective and rational or emotional and aggressive?
  • Negotiation concepts: 'Harvard Concept', 'Non-directive Concept' of Carl Rogers, the 'Win-Win Concept' of Thomas Gordon

Your Coach

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Niels Brabandt

Personal Information

  • International Trainer with extensive cross-cultural experience, who works mainly in Germany, Switzerland, Austria and UK

Professional Career

  • Trainer at Management-Institut Dr. A. Kitzmann
  • Various leadership and sales roles (e.g. GlaxoSmithKline, Microsoft/New Horizons)
  • Foundation and management of own company up to international size, Head of management and sales
  • Educational Science studies (focus on English and History) for the upper level of general education schools (LOA)

Focus and Experience

  • Education and training at several scientific institutes: Harvard University, Massachusetts Institute of Technology (MIT), HEC Paris, ESCP Business School, ESSEC Business School ("Les Trois"), Imperial College London, UC Berkeley, Johns Hopkins University, Technical University of Munich (TUM),
  • Leadership Trainings with a leading German automotive supplier

MANNHEIM BUSINESS SCHOOL (MBS)

Located in the heart of the German and European economy, Mannheim Business School (MBS), the umbrella organization for management education at the University of Mannheim, is considered to be one of the leading institutions of its kind in Germany and is continuously ranked as Germany’s #1.

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