University-level Education
The IREBS Executive Education is part of the Faculty of Business, Economics, and Management at the University of Regensburg.
2 days
Frankfurt
In-class Teaching
German
from €1,335
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.
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 |
The seminar is scheduled for two days and comprises a mix of theoretical and hands-on learning sessions. The class will run from 9:00 a.m. to 5:00 p.m. at the first day and from 8:30 a.m. to 4:30 p.m. on the second day.
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.
9:00 a.m. - 5:00 p.m.
The first day offers participants the opportunity to get to know each other in an open and pleasant atmosphere. Together, the barriers and success factors for successful negotiations are analysed. One central topic is the right preparation, as this often makes a decisive difference. In addition, the win-win approach is scrutinised: how useful is it really, and what alternatives are there? Another highlight is the importance of having a strong alternative to the negotiation in order to remain capable of acting in difficult situations. The skilful termination of a negotiation is also discussed to give participants tools for confident negotiation. In a simulation, participants can apply and deepen what they have learned. Depending on requirements, there is room for further content to address individual questions and ensure maximum learning success.
Summary of the main topics:
8:30 am – 4:30 pm
On the second day, participants delve deeper into the art of negotiation. The initial focus is on pricing and emotional anchoring, two powerful tools that can significantly influence the course of negotiations. Various negotiation and conflict resolution strategies are taught to help participants keep a clear head even in difficult situations. Particular attention is paid to the psychological needs of the negotiating partners and the different communication types to make dialogue more productive.
In addition, the dynamics within the negotiating team are considered, with the distribution of roles and the competencies of individual team members playing a central role. Dealing with aggressive dialogue partners is examined in a further step, to help participants react confidently and de-escalate situations. In a simulation, what has been learned is put into practice again. Depending on participants' needs, further topics can be explored in depth to meet individual requirements and maximise learning success.
Summary of the main topics:
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.
The seminar is aimed at the following groups of people:
Upon completion, participants will be awarded a certificate of participation, confirming attendance and attesting to 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.