Social Competence

Negotiations – whether with clients, suppliers, managers, or team members – often entail clashes between differing interests and viewpoints, and it is up to the project manager to achieve lasting, workable agreements in order to advance the project. In such cases, good arguments are crucial for ensuring that the process goes smoothly, and choosing the right strategy can influence the future quality of relationships. This seminar deals with the basic mechanisms that determine the course of negotiations and decisions. You will learn how to systematically structure negotiation processes and how to protect your interests and arrive at mutual decisions using the techniques of cooperative negotiation strategies. In practice-oriented examples, you will practise how to efficiently steer your way through even difficult negotiations in a non-judgemental, solution-oriented manner and have a positive influence on the proceedings.

• Defining effective negotiation strategies and constructive negotiation tactics
• Leading negotiations in a positive and confident manner
• Recognising negotiation strategies and defending against manipulations
• Confidently overcoming challenging negotiation situations
• Active closing techniques and defining expected results in a binding way
• Being aware of one’s own decision-making behaviour
• Recognising and mitigating the risks related to decisions
• Shaping decision-making processes in projects in a targeted manner