Negotiation Seminar

Negotiation Training (1,2 or 3 Days)

This program will enable the participants to get better results and happier counterparts in all types of negotiations. You learn a suite of general tools to enhance and sharpen your strategy, your communication and your ablity in bargaining. The program is based on the Harvard Law School tradition of interest based negotiations.

The instructor, Kåre Thomsen, is business psychologist and negotiations advisor. The participants get his book "Negotiation Skills: Win Better Deals" as part of the course material.

A taylor made program can be designed for your organization. A 1, 2 or 3 day negotiation seminar can be followed up by the program ‘Advanced Negotiation Training’ or by ‘Persuation and Influence Skills’ or by ‘Meeting Skills Seminar’ with the same instructor.

Proposed program for a 3 day's negotiation training seminar:

Negotiation—Day 1

Preparation and Strategy. Learn how to use a number of tools to analyze and outline your situation prior to the negotiation. Anticipate the moves of your counterpart.

Create Value. Understand and find the hidden ressources of the situation. Learn how to alter a situation of disagreement into productivity and mutual gain.

The Interest Phase. Learn how to analyze interests on both sides of the table. Learn how to talk about them in a way that creates options for your counterpart and yourself.

Bargaining Skills and Deal Design. Learn a new form of dialogue to reach the best possible agreement in terms of prices, conditions, future possibilities etc. Use our Scheme of Exchange to sharpen your bargaining and avoid unwelcome surprises.

Exercises. Negotiation exercises in pairs or small groups. A simulated negotiation with the instructor. Exercise in deal design. Written exercises

Negotiation—Day 2

Communication Skills. Learn my tricks as a clinical psychologist: Create an atmosphere just by the way you listen. Learn different types of questions, and how to use them. Learn when and how to answer questions, including Acknoledging Response and other techniques described in my book.

Psychology. Learn how the emotions of your counterpart can be affected by different types of behaviour. Use the theory of Facework to avoid subtle offences that are not visible to the eye here-and-now, but can have a negative effect on your final result. Use the Staircase of Motivation to understand any type of difficult behaviour, and react appropriately.

International Behaviour. If needed, the program will contain an overview of cross-cultural business behaviour. Relationships, body language, meeting culture, time behaviour, meals, religion, small talk etc.

Exercises. Communication exercises in pairs or small groups. Written exercises.

Negotiation—Day 3

Roleplay Exercises Recorded on Video. The cases can be build over real situations from your organization, or delivered by us. Each group gets a case story and is invited to prepare the negotiation using the tools and schemes that have been presented during the program.

Each negotiation is recorded on video. After the roleplay exercise, parts of the exercises are reviewed in plenum for analyzes and discussion. Our focus is mainly on 3 topics: The Interest Phase, Bargaining Skills and Communication Skills. Each participant gets a chance to evaluate himself/herself and decide in what area he or she wants to improve especially in the nearest future.

Final Evaluation. Each participant evaluates his or her present level of expected productivity and decides what will be the next step of development.

Weitere Informationen zu diesem Inhouse-Seminar erhalten Sie hier

Instructor on training programs for international negotiators. Topics: Negotiation and persuation techniques, communication, conflict resolution, international behaviour. 

Specialty: Psychological approaches. Inventor of the behavioural model The Staircase om Motivation for negotiators. The model helps you deal with difficult counterparts.

Languages: The training can be in English, French or German. Course materials are in English.

Graduate in: Psychology and French (MA), computer science and cognitive-behavioral therapy.

Based in: Copenhagen, Denmark.

CV and more: kaarethomsen.com

A diploma for each participant is handed over before saying goodbye.

Preis: 2,926 Euro pro Tag ohne MwSt. und Reise/Auffenthalt.

Hier erhalten Sie weitere Informationen