Negotiation Skills in Management

The aim is to acquire the skills needed in individual or group negotiations and to build trust in human relationships. Well-developed negotiation skills and a sense of trust will enable goal-oriented, productive discussions based on the win-win principle.

Training content

• The Structure of Persuasion
• How the Brain Is Persuaded
• Change Pattern
• Core Pattern of Interest
• Information Pattern
• Evaluation Pattern
• Decision-Making Pattern
• Motivation Pattern
• Impulse Pattern
• Activity Pattern
• Organisation Pattern
• Contact
• Neurological Channels
• The Power of Speech
• Communicating with Visuals
• Communicating with Auditory Types
• Communicating with Kinesthetic People
• Using One’s Own Mood
• Patterns of Verbal Acrobatics
• Using Strategies
• Hypnotic Language
• Understanding and Directing Body Language
• Adaptation
• Mirroring

At the end of this training, participants

• Will recognise different communication profiles and be able to steer communication accordingly.
• Will make progress in building trust.
• Will become aware of benefit presentation and interest maximisation.
• Will be able to perceive objections during negotiation or the sales process as opportunities and create satisfaction.
• Will become more professional in perceiving the buyer's personality and success criteria.
• Will know the white lies and tactics the buying side may use, and minimize the chance of being misled.
• Will learn all sales closing tactics through hands-on practice.

Training method

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