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Negotiation Skills

Negotiation Skills: Mastering the art of successful negotiations
Duration of seminar

2 days

Seminar location(s)


Seminar format

In-class Teaching



Seminar Fees

from €1,335


Negotiation Skills:
Key Terminology and Effective Strategies

In the seminar "Negotiation Skills," participants will gain an understanding of and practical exposure to key terminology in negotiation. The course addresses important questions, such as: How do I effectively prepare for negotiations? What tactics are available, and when should I employ them? How do I build an effective negotiation team? Additionally, the seminar covers heuristics and provides an updated overview of technical terminology.

Upcoming Dates
Negotiation Skills

30. 09. 2024 | Frankfurt

Need help with the seminar? Click on the preferred start date to get a detailed overview and don't hesitate to reach out to our study management. We're excited to assist you with any inquiries!

Telephone +49 (0) 6723 9950-30
Key Benefits

Discover the benefits of choosing our institution for your education

University-level Education

The IREBS Executive Education is part of the Faculty of Business, Economics, and Management at the University of Regensburg.


You will engage in expert discussions with high-profile and renowned lecturers from academia and industry.


IREBS Executive Education has been in the market for over three decades and has successfully trained over 7,500 professionals.


Achieving certification from IREBS is held in high regard by executives and HR managers in the real estate industry.

Seminar Plus

We provide our students with the necessary materials in digital form.

Optimal Learning Environment

With small group sizes, we ensure an optimal learning environment, leading to higher learning success. Therefore, the available seats are limited.

Seminar Structure

Effective Negotiation Skills Seminar:
Theory and Practice

The seminar is scheduled for two days and comprises a mix of theoretical and hands-on learning sessions. The class will run from 9:30 a.m. to 5:30 p.m.

During the initial day, participants will delve into fundamental negotiation techniques and strategies. Key negotiation terms and concepts will be elucidated and practically applied. The agenda covers essential aspects such as preparation for negotiations, diverse negotiation tactics, and the formation of effective negotiation teams. Attendees will also gain insights into cognitive heuristics and an updated grasp of specialized negotiation terminology.

The subsequent day will allow participants to put their acquired knowledge into practice. The focus will be on the concept of "anchoring" and exploring how to initiate the first offer, create additional value, and expand negotiation possibilities. Moreover, participants will be equipped to identify negotiation dilemmas and adeptly document negotiation proceedings.

Content Overview

Mastering Negotiation Techniques: Theory and Practical Application

Day 1 Day 2

Day 1

Day 1

Refresher Negotiation

Time: 9:30 a.m. to 5:30 p.m.

9:30 a.m. – 11:00 a.m.

  • Welcome and introduction of participants, instructor, and seminar agenda
  • Understanding the significance of a negotiation seminar and defining seminar objectives
  • Introducing and experiencing key technical terms in negotiation
  • Effective preparation strategies for negotiations
  • Exploring the different phases of a negotiation and important considerations for each phase
  • Overview of various negotiation tactics and their appropriate application

11:00 a.m. – 11:30 a.m. Coffee Break

11:30 a.m. – 1:00 p.m.

  • Building an effective negotiation team: factors to consider and best practices
  • Gender differences in negotiations: specific considerations for both male and female negotiators

1:00 p.m. – 2:15 p.m. – Lunch Break

2:15 p.m. – 3:45 p.m.

  • Cognitive heuristics - understanding important cognitive biases that can affect negotiators
  • Review and update of negotiation terminology (BATNA, ZOPA, Reservation Value, The Pie)

3:45 p.m. – 4:00 p.m. Coffee Break

4:00 p.m. – 5:30 p.m.

Theoretical knowledge will be applied in practical simulations, followed by group reflections. Participants will have the opportunity to immediately apply their newly acquired skills and insights gained from the seminar.

Day 2

Day 2


9:30 a.m. – 11:00 a.m.

"Butter bei die Fische" - Expert Knowledge that Makes the Difference

In the beginning, we will delve deep into the topic of anchoring:

  • Should I be the first to make an offer?
  • Under what circumstances?
  • What are the pros and cons?

11:00 a.m. – 11:30 a.m. Coffee Break

11:30 a.m. – 1:00 p.m.

Value-Adding Moves - Expanding the Negotiation Space Effectively

  • Negotiator's Dilemma
  • The common trap and how to avoid it

1:00 p.m. – 2:15 p.m. – Lunch Break

2:15 p.m. – 3:45 p.m.

Evaluation for Success - Making Mid-Course Corrections and Gaining Insights for Sustainable Success Negotiation Documentation - More Than Just Capturing the Final Agreement

3:45 p.m. – 4:00 p.m. Coffee Break

4:00 p.m. – 5:30 p.m.

The entire knowledge imparted will be applied through three simulations, followed by collective reflection. Participants can immediately apply their newly acquired skills and utilize self-insights in the practical phases of the following day.


Expertise from academia and industry

Calin-Mihai Isman
Calin-Mihai Isman
International Negotiator & Conflict Resolution Expert, Isman & Partner

In business as in life, you don’t get what you deserve, but what you negotiate. Be prepared. Get coaching. Improve your negotiations skills.


Everything you need to know

Structure & Study Formats
  • Duration: 2  days (from 9:30 a.m. to 5:00 p.m. each day)
  • In-class Teaching in Frankfurt
  • Provided: Digital seminar materials, refreshments during breaks, and lunch snacks
Tuition Fees
Seminar fees: €1,450
Reduced fees: €1,335*

* For alumni, members of IMMOEBS e. V., or IREBS Core e. V.

All prices are subject to the legally applicable VAT. Discounts cannot be combined.

Target Group & Admission Requirements

The seminar is aimed at the following groups of people:

  • Individuals in the real estate industry, including investors and developers, who wish to enhance their negotiation skills.
  • Executives and managers working in the real estate sector seeking to optimize their negotiation strategies.
  • Lawyers in the real estate industry aiming to improve their negotiation competencies for contract discussions.
  • Employees of real estate companies and organizations regularly involved in negotiations, looking to develop their negotiation skills further.
  • Any other interested individuals, regardless of their professional background, who are curious about negotiation techniques in the real estate industry and want to expand their abilities in this context.
Certificate of Completion

Upon completing our seminar successfully, you will be awarded an official certificate of participation, acknowledging your successful attendance and the knowledge and skills you have gained. Our seminars are highly regarded in the real estate industry, earning recognition from industry experts and professionals. Our practical and high-quality training provides you with valuable career opportunities.

Student advisory services
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