War of Emotions - Stay Cool, Skip the Perspiration!

This training designed for participants needing input for difficult and tough negotiations. Learn the right behavior in challenging price negotiations and how to deal with aggressive and manipulative business partners. Additionally, discover a concept for structuring negotiations in business relationships with strong economic dependencies.

Content

Why Does a Pressure Negotiation Work?

Narrow Focus
Apparent Lack of Options
Forced Decision Pressure

Physiological Backgrounds of Stress and Emotions

Autonomous Nervous System
Breathing Muscles
Simple Exercises to Better Balance the Autonomonous Nervous System
Tips and Tricks for Acute Stress Situations in Negotiations

Negotiation Concept for Strong Dependence on the Business Partner

Indispensable, the Negotiation Mandate
The Arsenal: The Action Plan
Learning from Thrillers: Suspense
The Right Dose: The Scenario Tree
Tips for Practical Implementation

"Reading" the Negotiating Partner, What We Can Learn from Magicians and Poker Players

From Interpreting Facial Expressions (Microexpressions) to Observing Consistency in Behavior and Strengthening Mental Endurance

Methods

Lots of Practice – important bites of theory and background; exercises based on the participants' everyday work situations, short negotiation simulations (with video feedback), discussion, and exchange of experiences.