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Image by Michael Fousert

Negotiating with Impact

Effective negotiation is never improvised. It follows a clear plan – from rigorous preparation and strategic dialogue to managing pressure and defining firm boundaries.

We tailor the focus, level of depth and contextual framing to reflect your real negotiation environment.

Sounds familiar?

  • Time pressure is used strategically against you

  • You are asked to concede without anything in return

  • Extreme opening demands set the tone

  • You settle for less than intended

  • ​Price discussions dominate too early

  • Emotions override constructive dialogue

  • Concessions are made too early, reactively rather than strategically

  • Your counterparts push for the “let’s meet in the middle” shortcut

Negotiation Framework

Preparation

  • Objectives and Room for Negotiation

  • Define Tradeables

  • Alternatives & Options

  • Strategy: when to compete, when to cooperate​

Composure and Stability

  • Adressing Resistance

  • Empathy

  • ​Managing Emotions

  • Controlling the Pace

  • Managing your Emotional Triggers​

  • Handling Manipulation

Tactical Layer

  • Handling Price Discussions​​

  • Yes and No in Context

  • Anchoring

  • Give and Take as Core Principle

  • Positions vs Interests

Communication

  • Clarity Comes First​

  • Active Listening

  • Steering the Conversation with Questions

  • Bodylanguage & Presence

  • ​Explaining vs Justifying

Negotiation Strategy

  • Opening the Negotiation- Who and How?

  • What Flexibility Really Means

  • Standing Firm without Harm

  • Negotiating as a Team

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Countering Unfair Moves

  • Responding to Pressure

  • Spotting and Stopping Nibbling

  • Separating Tactics from Manipulation

  • Tough Negotiations or Unfair Play?

Looking to strengthen negotiation performance where it counts?
 

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