Academy

We develop your negotiation skills

What our academy
provides

Here we combine the findings from scientific research, profound expert knowledge and practical experience from our negotiation consulting with modern and effective learning methods. Our training sessions are designed for specialists and managers, including those from Procurement, Sales, Project Management, Human Resources, Finance, M&A, Marketing and Law. The objectives of the participants include, for example, targeted development of their negotiation skills or having their skills analysed for upcoming new challenges.

How we realise your goals

Our training modules focus on individual learning journeys with key objectives. Trust us – with the right negotiation strategies, (almost) everything is negotiable.

We support you in your development, systematically and analytically

Analysis and evaluation
of the status quo
Where are we, and where are we headed?

How well and how confidently are you able to negotiate? How do your specialists and managers perform in their negotiations? Have you ever asked yourselves this question? We ask and answer these questions all the time and use our findings to create suitable development plans for each participant. We assess and compare the negotiation skills of our participants. Using situationally selected tasks and objective criteria, we see more clearly where the participants need to focus on going forward. Feedback is important to us, and it is a given that feedback is part of all training sessions and workshops. Regular evaluations by the instructor and the other participants provide an honest indication of each participant’s development.

You have questions? We have answers!
Individual learning journeys
Going on individual learning journeys:

You have choices. Different learning needs, personal preferences and situational circumstances result in different requirement profiles for each person, each team, each company. That is why we have individual solutions for customer-specific and group-specific learning journeys, which can be selected flexibly from numerous elements:

  • general and subject-specific negotiation training and workshops
  • online and classroom sessions
  • independent and supervised preparation for and follow-up to the sessions
  • working on case studies and participants’ negotiation examples
  • exercises and role play
  • recording and analysis of videos
  • personal development plans
  • feedback and assessments


Every Academy participant has online access to their own learning journey before and during the sessions in our Learning Management System (LMS), available on their laptop, tablet and smartphone.

You have questions? We have answers!
Embedding the learning experiences
Embedding the learning experiences:

Practice makes perfect, which is ever true in negotiation! To ensure that learning remains successful in the long term, it is essential to refresh and further develop the negotiation and learning skills. This leads into a more seamless integration of the learnings experiences into your day-to-day work (using the 70/20/10 model). How does this work? Our academy provides a number of support services to help you do this, coordinated with your individual learning journeys.

  • coaching sessions and clinics
  • short refreshers and practice sessions
  • discussions with negotiation experts
  • presentation and discussion of results of negotiations together with superiors
  • analysis of strengths and weaknesses
  • digital self-learning, both online and offline
  • supplementary practical negotiation examples and additional embedding material
  • assessment centre and tests


Participants can find all of this in their personal Learning Management System.

You have questions? We have answers!
Prepping for the future

Preparing for the future:

Faster, different, innovative:
Developing your negotiation skills is confronted with the pressures of time and costs, staff shortages, and tight margins at your company. And existential negotiations you need to be successful in.

This is exactly what we focus on.
We show you precisely what you need to do as a negotiator today to be prepared for a future of inevitable and constant change. Human strengths and weaknesses, the relationship between humans and machines, virtual negotiation with tactics and techniques, analysis and management of negotiation data, and a cross-functional negotiation culture – our Academy teaches it all.

And because every participant embarks on their learning journey from a different starting point, it’s our job to pick you up from wherever you are. We bring you on board, optimise your potential, and guide you on your path towards the future.

PRODUCTS

CORE CURRICULUM

    Good planning is 80-90% of the battle. This basic training shows all specialists and managers how to do it. Participants learn how to maximise their negotiation success using structured preparation and the creation of individual negotiation scripts. Practical case studies and direct feedback during two days of classroom sessions show the participants the right way to go and boost their self-confidence, for better results in the next negotiation.

    WHO? Specialists and managers from Procurement, Sales and other positions with negotiation involvement, as well as anyone who wants to strengthen their negotiation skills

    WHAT? Learning structured individual preparation and execution of individual negotiations, practical case studies and personal feedback

    WHEN & HOW? Two one-day classroom training sessions, or four online modules

    MORE INFORMATION: Up to 12 participants with little or infrequent negotiation experience
    Achieve more with practice, tools and some interesting tricks. In Level Two training, even experienced negotiators acquire new approaches and skills for more success in negotiations. On a scientific basis, combined with practical exercises, the insights gained in the Excellent Negotiation Skills workshop can be directly integrated into your day-to-day business – for maximum success based on very decisive behavioural changes.

    WHO? Experienced negotiators

    WHAT? Specific skills and tools that maximise your success both at the negotiation table and virtually, as well as scientific principles and practical application

    WHEN & HOW? Three sessions, duration: three to four months

    MORE INFORMATION: Two one-day classroom training sessions, a one-day (online) in-depth training, a one-day wrap-up including presentation of results and final exam
    Being well-prepared to negotiate includes structure and strategy. In the third part of our negotiation series, specialists and managers experienced in negotiations learn how to successfully master even the most complex negotiations and win seemingly hopeless discussions. Already existing skills can be utilised even more effectively with analytical thinking and the optimal mindset to reach the next level of negotiation expertise.

    WHO? Procurement and Sales specialists and managers with significant negotiation experience

    WHAT? The strategic mindset and attitude of the negotiator, maximising the total value through planning and preparation, influencing distribution, involving stakeholders

    WHEN & HOW? Two one-day classroom training sessions, or four online modules

    MORE INFORMATION: Up to 12 participants with several years of experience
    Good planning is 80-90% of the battle. This basic training shows all specialists and managers how to do it. Participants learn how to maximise their negotiation success using structured preparation and the creation of individual negotiation scripts. Practical case studies and direct feedback during two days of classroom sessions show the participants the right way to go and boost their self-confidence, for better results in the next negotiation. WHO? Specialists and managers from Procurement, Sales and other positions with negotiation involvement, as well as anyone who wants to strengthen their negotiation skills

    WHAT? Learning structured individual preparation and execution of individual negotiations, practical case studies and personal feedback

    WHEN & HOW? Two one-day classroom training sessions, or four online modules

    MORE INFORMATION: Up to 12 participants with little or infrequent negotiation experience
    Achieve more with practice, tools and some interesting tricks. In Level Two training, even experienced negotiators acquire new approaches and skills for more success in negotiations. On a scientific basis, combined with practical exercises, the insights gained in the Excellent Negotiation Skills workshop can be directly integrated into your day-to-day business – for maximum success based on very decisive behavioural changes.

    WHO? Experienced negotiators

    WHAT? Specific skills and tools that maximise your success both at the negotiation table and virtually, as well as scientific principles and practical application

    WHEN & HOW? Three sessions, duration: three to four months

    MORE INFORMATION: Two one-day classroom training sessions, a one-day (online) in-depth training, a one-day wrap-up including presentation of results and final exam
    Being well-prepared to negotiate includes structure and strategy. In the third part of our negotiation series, specialists and managers experienced in negotiations learn how to successfully master even the most complex negotiations and win seemingly hopeless discussions. Already existing skills can be utilised even more effectively with analytical thinking and the optimal mindset to reach the next level of negotiation expertise.

    WHO? Procurement and Sales specialists and managers with significant negotiation experience

    WHAT? The strategic mindset and attitude of the negotiator, maximising the total value through planning and preparation, influencing distribution, involving stakeholders

    WHEN & HOW? Two one-day classroom training sessions, or four online modules

    MORE INFORMATION: Up to 12 participants with several years of experience

EXPERT CURRICULUM

    Perhaps the most difficult negotiation situation is that of a monopoly negotiation. In the two-day workshop for negotiators with previous experience, participants learn how inspired value creation approaches, commitment, storytelling and concepts from psychology can help them gain the upper hand here as well, with a direct increase in results for any organisation.

    WHO? Experienced negotiators

    WHAT? The challenge of monopolists, with new tools – avoiding monopolists, inspired value creation, commitment, storytelling, psychology

    WHEN & HOW? Two one-day classroom training sessions or four online modules

    MORE INFORMATION: Up to 12 participants with experience in negotiating with monopolists
    In this one-day intensive training workshop geared towards managers who are involved in negotiations, participants receive a comprehensive overview of the tools and benefits of game theory for negotiations. A scientific foundation combined with practical experiments from day-to-day consulting ensure that decision-makers will be able to recognise application opportunities and pitfalls quickly and confidently in the future.

    WHO? Decision-makers who encounter negotiations in Procurement or Sales

    WHAT? Overview of the tools of game theory and their benefits in negotiation and Procurement, including knowledge transfer and reinforcement in practical negotiation experiments – how to quickly integrate opportunities and risks

    WHEN & HOW? One-day workshop / online module

    MORE INFORMATION: Up to than 12 participants with regular negotiation experience
    Negotiate more confidently and more effectively. In the training course on game and negotiation theory, participants from Procurement and Sales learn how to supplement their existing skills with tools from game and negotiation theory. Those who react confidently and cleverly often come out on top in fast-paced negotiations. Practical examples and negotiation experiments in the workshop show how these new approaches can be directly implemented in successful negotiations.

    WHO? Specialists and managers from Procurement and Sales

    WHAT? New methods and tools from game and negotiation theory, theory from day-to-day consulting and practical experiments for new insights

    WHEN & HOW? Two one-day classroom training sessions or four online modules

    MORE INFORMATION: Up to 12 participants with extensive negotiation experience
    Based on the Game and Negotiation Theory workshop, in this course experienced buyers are given the opportunity to implement familiar approaches of game theory even more effectively in their negotiations. Over the course of two days of training, participants will learn how to use binding commitments and competition in auctions through dedicated preparation, as well as the risks they need to be aware of.

    WHO? Specialists and managers with negotiation experience

    WHAT? How to use game theory approaches even better – making the most of auctions, binding commitments and competition

    WHEN & HOW? Two one-day classroom training sessions or four online modules

    MORE INFORMATION: Up to 12 participants with negotiation experience, building on the Game and Negotiation Theory course
    Auctions offer enormous opportunities for Procurement, but they often present difficulties for Sales. In this workshop, experienced salespeople learn how auctions can be prevented, disrupted and perfectly mastered. The scientific basis of game theory, combined with valuable insights from “behind the scenes” of auction preparation and execution, shows Sales professionals how to deal with auctions effectively in the future.

    WHO? Specialists and managers in sales who are involved with customer auctions

    WHAT? The best possible preparation, confident identification of opportunities and risks, practical application of what has been learned

    WHEN & HOW? One-day classroom training session or two online modules

    MORE INFORMATION: Up to 12 participants with a connection to auctions
    Perhaps the most difficult negotiation situation is that of a monopoly negotiation. In the two-day workshop for negotiators with previous experience, participants learn how inspired value creation approaches, commitment, storytelling and concepts from psychology can help them gain the upper hand here as well, with a direct increase in results for any organisation.

    WHO? Experienced negotiators

    WHAT? The challenge of monopolists, with new tools – avoiding monopolists, inspired value creation, commitment, storytelling, psychology

    WHEN & HOW? Two one-day classroom training sessions or four online modules

    MORE INFORMATION: Up to 12 participants with experience in negotiating with monopolists
    In this one-day intensive training workshop geared towards managers who are involved in negotiations, participants receive a comprehensive overview of the tools and benefits of game theory for negotiations. A scientific foundation combined with practical experiments from day-to-day consulting ensure that decision-makers will be able to recognise application opportunities and pitfalls quickly and confidently in the future.

    WHO? Decision-makers who encounter negotiations in Procurement or Sales

    WHAT? Overview of the tools of game theory and their benefits in negotiation and Procurement, including knowledge transfer and reinforcement in practical negotiation experiments – how to quickly integrate opportunities and risks

    WHEN & HOW? One-day workshop / online module

    MORE INFORMATION: Up to than 12 participants with regular negotiation experience
    Negotiate more confidently and more effectively. In the training course on game and negotiation theory, participants from Procurement and Sales learn how to supplement their existing skills with tools from game and negotiation theory. Those who react confidently and cleverly often come out on top in fast-paced negotiations. Practical examples and negotiation experiments in the workshop show how these new approaches can be directly implemented in successful negotiations.

    WHO? Specialists and managers from Procurement and Sales

    WHAT? New methods and tools from game and negotiation theory, theory from day-to-day consulting and practical experiments for new insights

    WHEN & HOW? Two one-day classroom training sessions or four online modules

    MORE INFORMATION: Up to 12 participants with extensive negotiation experience
    Based on the Game and Negotiation Theory workshop, in this course experienced buyers are given the opportunity to implement familiar approaches of game theory even more effectively in their negotiations. Over the course of two days of training, participants will learn how to use binding commitments and competition in auctions through dedicated preparation, as well as the risks they need to be aware of.

    WHO? Specialists and managers with negotiation experience

    WHAT? How to use game theory approaches even better – making the most of auctions, binding commitments and competition

    WHEN & HOW? Two one-day classroom training sessions or four online modules

    MORE INFORMATION: Up to 12 participants with negotiation experience, building on the Game and Negotiation Theory course
    Auctions offer enormous opportunities for Procurement, but they often present difficulties for Sales. In this workshop, experienced salespeople learn how auctions can be prevented, disrupted and perfectly mastered. The scientific basis of game theory, combined with valuable insights from “behind the scenes” of auction preparation and execution, shows Sales professionals how to deal with auctions effectively in the future.

    WHO? Specialists and managers in sales who are involved with customer auctions

    WHAT? The best possible preparation, confident identification of opportunities and risks, practical application of what has been learned

    WHEN & HOW? One-day classroom training session or two online modules

    MORE INFORMATION: Up to 12 participants with a connection to auctions

Get in touch with us now
to find out more!

Kontakt Englisch Get in touch with us now
to find out more!
Analyse und Bewertung
des Status Quo

Wo stehen wir, wo geht es hin?

Wie gut und sicher können Sie verhandeln? Wie treten Ihre Fach- und Führungskräfte in Verhandlungen auf? Haben Sie sich das je gefragt? Wir tun es. Um aus diesen Erkenntnissen geeignete Entwicklungspläne für jeden Teilnehmer zu erstellen.
Wir ermitteln und vergleichen die Verhandlungskompetenz unserer Teilnehmer. Mit situativ gewählten Aufgaben und objektiven Kriterien sehen wir klarer, wo wir gemeinsam ansetzen.
Feedback ist uns wichtig und gehört daher – selbstverständlich – in alle Trainings und Workshops. Regelmäßige Bewertungen des Trainers und der anderen Teilnehmer zeigen ehrlich die eigene Entwicklung.

Fragen? Antworten!

Individuelle Lernreisen
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Verankerung der Lernerfahrungen
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Vorbereitung auf die Zukunft
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