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Seminar

Negotiation Skills

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

2 days

Seminar location(s)

Frankfurt

Seminar format

In-class Teaching

Language(s)

German

Seminar Fees

from €1,335

Overview

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

29. 04. 2025 | Kloster Eberbach (Eltville near Frankfurt) 03. 11. 2025 | 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.

Renowned

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

Pioneers

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

Prospects

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 9:00 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.

Content Overview

Mastering Negotiation Techniques: Theory and Practical Application

Day 1 Day 2

Day 1

Day 1

Refresher Negotiation

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:

  • Getting to know each other
  • Barriers and success factors
  • The right preparation
  • Questioning the win-win approach
  • The importance of having an alternative
  • Skilfully breaking off negotiations
  • Simulation
  • If necessary, further in-depth content depending on participants' needs

Day 2

Day 2

NEGOTIATION DEEP DIVE

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:

  • Price and emotional anchoring in negotiations
  • Negotiation and conflict resolution strategies
  • Psychological needs
  • Communication types
  • Team, roles, and skills at the negotiating table
  • Dealing with aggressive dialogue partners
  • Simulation
  • Further in-depth content if necessary, depending on participants' needs
Lecturers

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.

Registration

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 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.

Student advisory services
close call +49 6723 9950-30E-mail to info@irebs.academy