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Negotiation

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Be in written, oral or virtual – all our activities are conducted by communication. As commuicaton is the key to effective cooperation.

 

Speaking skills, negotiation skills and personal charisma do not merely indicate the expertise of individuals, they also mirror the capability of the entire organisation.

We provide you with the tools, techniques and methods you need to make the best impression even in complex situations.

 

The possible Elements listed below are intended to give you an insight into projects that we have already carried out.

 

We would be pleased meet you in an initial consultation without any obligation.

Communication

  • Clarity and Appreciation – the Keys to Achieving Goal

    Aims:

    • To communicate effectively with a variety of different personalities
    • To experience the added value of appreciative and clear style of communication skills
    • To reflect on your own communication skills and increase your effectiveness

     

    Elements:

    • Developing a connection to your communication partner
    • Expressing yourself positively, vividly and in a motivating way
    • Self-confident – aggressive – insecure: discovering and improving your style of communication
    • Dealing with different communication types within your team
    • Reaching negotiation goals with empathy and strategy
    • Constructively providing feedback, criticism and demands
    • Tools, techniques and aids to effective communication skills
  • Presenting, Moderating and Convincing your Audience

    Aims:

    • To act confidently and competently in a variety of professional situations and in front of an audience
    • To convey messages eloquently and convincingly
    • To prepare meetings effectively, navigate securely towards the objective and ensure results

     

    Giving a Presentation

    • Making an impression and presenting your own professional field in a distinctive way
    • Planning your argumentation, getting your point across and generating positive feedback
    • Getting your visual display right
    • Presenting potential solutions and generating decisions
    • First aid for dealing with blackouts, disruptions, criticism and overcoming my inner saboteurs
    • Tips, tools, feedback (on request: video support)

     

    Chairing meetings

    • Increasing efficiency through consistent preparation
    • Responding within different roles
    • Keeping the thread and reaching the target
    • Facilitation with attacks, dead-ends or resistance
    • Tips, working aids and checklists

     

    Specials:

    Different experts from the Perspectiv network can be booked on request to meet your special needs:

    • Talks or presentations in official situations or in the (international) diplomatic arena
    • Social courtesy, handling VIP´s, diplomatic etiquette
    • Small talk, self presentations
  • Breathing Technique, Voice and Expression

    ...keys to the power of persuasion and a competent charisma.

     

    Breathing, voice training and pronunciation can all be improved through practice and raising awareness. Our objective is to gain greater competence and charisma by optimizing our diction.

    In the process we will be discovering our speaking apparatus as a versatile instrument and learning how to calibrate and precisely deploy our mode of speaking, body language and expression to suit each situation.

     

    Elements:

    • The range of instruments: breath, voice and language
    • Text design: giving messages the right meaning
    • Authenticity: convincing through genuineness, openness and being yourself
    • Attentiveness: ensuring ideal receptiveness by focusing and concentrating on the other party
    • Personal feedback and individually-tailored tips for avoiding traps when speaking

     

    Your Coach

    Dr. Dr. Marko Pustisek

  • Facial Expression, Body Language and Communication Strategy

    ...the keys to effectiveness and presence (advanced module)

     

    Our whole appearance is completed with facial expression and body language. These can also be trained and improved for each and any professional group through acting exercises and presentation techniques. Our objective is to enhance our communication strategy with a confident and authentic presence and to more effectively convince our communication partners.

    Building on fundamental techniques (see base module), more demanding strategies are introduced and practiced in new situations.

     

    Elements:

    • Study of roles: developing texts that are effective in themselves and presenting them from various different roles
    • Free improvisation: training creativity, flexibility and social courage
    • Mastering crisis situations: finding communicative solutions in difficult situations (such as defeat, aggression and resistance etc.)
    • Intensifying charisma and the power of persuasion
    • Speech motivation, self-awareness, positive selection and deepening your perception of the other party

     

    Your Coach

    Dr. Dr. Marko Pustisek

Negotiation

  • Negotiation Strategies

    Aims:

    • To lead negotiations successfully and achieve a mutually agreed result
    • To create awareness of, and the ability to adjust, your personal negotiation style
    • To try out communication strategies, negotiation tactics and essential methods for all phases in a negotiation

     

    Elements:

    • Exploring the negotiation framework and preparing the negotiation meeting
    • Clearly expressing own position – effectively arguing in favor of, and defending, your own concerns
    • Pursuing your interests and making you demands: what, when, how, to whom?
    • Dealing with attacks, unfair communiaton and conflict escalation

     

    Your Consultant

    Annette Förster-Krechberger (Certified Negotiator)

  • Negotiations on the Edge: When Win-Win No Longer Works

    Aims:

    • To understand the specific “genetics” of negotiations on the edge
    • To enrich your own range of negotiation methods
    • To keep calm and composed even under extreme negotiation pressure

     

    Elements:

    • Negotiating is action: preparation, opening, conduction the negotiation and conclusion
    • The negotiating team: adoption of roles and definition of strategy
    • Developing the dynamics of your argumentation
    • The mission of building trust
    • Identifying status games and actively using different  statuses to reach set goals
    • Dead ends and negotiation break down: opportunities and risks
    • How to dissolve blocks or dead ends and revive the negotiation process

     

    Your Consultant

    Annette Förster-Krechberger (Certified Negotiator)

  • Negotiating with Challenging Partners

    Aims:

    • To remain calm and in control when dealing with challenging partners
    • To identify potential risks at an early stage, to neutralize your own “minefields” and retain the ability to act
    • To keep a strong presence, to argue convincingly and defend your own position

     

    Elements:

    • Knowledge of human nature: how to identify and successfully interact with challenging, difficult or provocative partners
    • Identifying danger areas: showing force, manipulation, tricks and psychological games
    • Self-management and relationship management: emotions, allergies and expectations
    • Generating awareness of personal “red buttons”, keeping an eye on them and blocking them off
    • First aid under pressure: defining cooling-down-strategies and techniques to remain composed

     

    Your Consultant

    Annette Förster-Krechberger (Certified Negotiator)

  • Negotiation Coaching and Negotiation Support

    Successful negotiators are characterized by their capacity to operate pro-actively and with focus through all phases of the negotiation process starting with the preparation, conducting the negotiation, conclusion and debriefing.

    In negotiations you can profit from a profound professional knowledge of the subject as well as from your professional experience and an internal perspective of the situation. At the same time it would be an advantage to have some more resources at your disposal: an external view of your counterpart, a sparring partner to discuss your negotiation tactics and prepare for the challenges that await you, will help you think outside the box and stay on track.

     

    In the negotiation coaching we apply ourselves to guiding your negotiation to success and take time to explore and test your planned strategies in an experimental setting.

    With negotiation support you will benefit from a partner who is at your side at all times to observe the process, discreetly provide feedback and indicate where any adjustments are necessary.

     

    Your Consultant

    Annette Förster-Krechberger (Certified Negotiator)

Conflict Management

  • Communication vs. Confrontation:
    How to Prevent, Calm Down and Resolve Conflict Professionally

    Aims:

    • To be able to recognize a potential conflict in its early stages and introduce prevention measures
    • To be able to communicate in a de-escalating manner and  (re-)build a solid level of trust
    • To be able to capably conduct or mediate in conflict resolution talks
    • To reflect on own conflict resolution strategies and put new techniques to the test

     

    Elements:

    • Analysis: Dynamics, levels and attitudes towards conflict
    • De.escalation methods: constructive, rust-building and de-escalating techniques
    • How to respond to intentional escalation by your negotiation partner
    • Getting to Yes: steps and navigation assistance during conflict resolution processes
    • Issues from the participants, feedback, tools, checklists, tips.
  • Escalation vs. Resignation:
    How to Escalate the Status of a Problem Professionally

    Aims:

    • To identify situations that require escalation of a problem within the hierarchy and introduce targeted measures
    • To communicate critical situations precisely and initiate solutions
    • To respond appropriately to escalation by your counterpart

     

    Elements:

    • Which issues do I need to escalate?
    • When is the right time for an escalation?
    • How do I escalate professionally and effectively?
    • To whom do I escalate the problem?
    • How do I address critical points effectively?
    • How far do I do in the escalation?
    • Are there any traps I should bear in mind?
    • What do I do if there is no improvement?
    • Guidelines, checklists, tools and feedback
  • Managing Conflict, Complaints and Claims
    that are Beyond the Terms of Reference

    Aims:

    • Understanding the characteristics of complaints negotiations and their differences from conflict negotiations
    • Simulation of key situations and techniques for improvement in negotiation methods
    • Ensuring customer satisfaction and project results

     

    Elements:

    • Core strategies in dealing with complaints: aggressive – defensive– cooperative
    • Planning, conducting and evaluation of complaints
    • Self-assertion and defense against unjustified demands
    • Discussion management and communication guidelines for de-escalation
    • Dealing with superiority, objections and unwillingness to compromise
    • Strategies for reaching solutions and agreements
    • Remaining calm and composed
  • Conflict Consultation and Conflict Moderation

    The greatest chance of success in a conflict resolution process is when a neutral person is chosen to mediate, who is accepted by all parties and can build on the trust of the conflicting parties.

    For the mediator to reach a sustainable solution, it is important to have a variety of specific mediation techniques  on hand that allows them to clarify even those aspects of the current conflict that are hidden below the surface. So it is always advisable to intervene at an early stage in the dispute and choose a professional from outside the system who is not pursuing their own interests.

     

    If you are considering whether conflict consultation or moderation would make sense, do get in touch with us.

    We would be pleased to sketch out some possible productive measures and milestones for your specific situation.

 

Perspectiv

Sonnenbergstr. 24

70184 Stuttgart

 

Tel.: + 49 711 2486 2442

 

E-Mail: mail(at)perspectiv.info