Negotiations. Conflict. Be Prepared.
Negotiation Strategies for Leaders
Negotiating under pressure, through change and where the stakes are highest.
The most challenging negotiations leaders face are rarely with clients. They happen within their own organisations: with works councils, executive committees, shareholders and their own teams. In these negotiations, you cannot choose your counterpart, and the relationship must continue long after the conversation has ended.
Periods of transformation, restructuring and uncertainty make these situations even more demanding. More is at stake, interests become more complex and decisions carry greater consequences.
This seminar is designed for exactly these negotiations: managing multiple stakeholders, balancing competing interests, operating under pressure and negotiating with a mandate while preserving relationships that matter.
Participants work in a small group on their own negotiation cases, submitted in advance, ensuring every discussion is directly relevant to their day-to-day leadership challenges.
Who it is for
For executives, managers, project leaders and anyone with responsibility for teams, business units or strategic initiatives who negotiate both internally and externally. Particularly relevant for those negotiating with works councils, executive committees, shareholders or other internal stakeholders during periods of restructuring, transformation or growth.
No formal negotiation training is required. Practical leadership experience and responsibility for important negotiations are all you need.
What you will learn
- Prepare and lead complex negotiations: analyse interests and stakeholders, define your mandate and room for manoeuvre, and develop a strategy with clear fallback positions.
- Navigate multiple negotiation fronts simultaneously: balance internal and external interests without losing strategic focus or consistency.
- Lead internal negotiations with confidence: negotiate effectively with works councils, executive committees and shareholders, where relationships continue long after the agreement is reached.
- Stay effective under pressure and through change: make sound decisions when information is incomplete, priorities shift and circumstances evolve during the negotiation.
- Manage conflict as a leadership responsibility: recognise escalation early, de-escalate difficult situations and guide negotiations towards sustainable agreements.
- Receive individual feedback on your negotiation style: work on your own cases and gain practical coaching you can apply immediately.
What you will gain
You will leave with a structured approach to preparing and leading complex negotiations, one that helps you navigate competing interests, maintain your position under pressure and achieve outcomes that remain workable long after the negotiation has ended.
Structure
How the seminar is organised
The seminar takes place over two days in Cologne with a maximum of 10 participants. The learning process begins two weeks before the seminar to ensure that every participant works on a negotiation that is directly relevant to their current responsibilities.
Preparation
Two weeks before the seminar, you receive a short case template by email. No later than one week before the seminar, you submit a current or upcoming negotiation for which you have primary responsibility. These cases form the basis for much of the practical work throughout the programme.
Day One|Strategy & Negotiation Leadership
We focus on preparing complex negotiations: analysing stakeholders and interests, clarifying your mandate and room for manoeuvre, developing a robust negotiation strategy and defining clear fallback positions. Participants immediately apply these concepts to their own negotiation cases.
Day Two|Conflict, Internal Negotiations & Personal Impact
The second day focuses on negotiations within your own organisation, conflict resolution and leadership under pressure. Through realistic role plays based on participants' own cases, combined with structured reflection and coaching, you refine your negotiation approach and strengthen your effectiveness in challenging situations.
You leave with practical feedback, greater confidence and a personal action plan for your next important negotiation.
Included: case preparation, individual coaching throughout the seminar, all seminar materials, lunch and refreshments on both days. Price: 1,800 euros plus VAT.
„Durch das Coaching fühle ich mich sicherer und souveräner in Verhandlungssituationen. ISMAN & Partner versteht es, auf persönliche Bedürfnisse einzugehen.“
„Die Bootcamps haben unsere Procurement Manager aus verschiedenen Regionen dabei unterstützt, ihre Verhandlungsstrategien gezielt zu verbessern. Der Fokus auf praxisnahe Methoden und lösungsorientierte Ansätze machte die Inhalte unmittelbar anwendbar, insbesondere in komplexen, globalen Verhandlungssituationen.“
„I recently took part in a negotiation coaching with Mihai and was impressed by the comprehensive knowledge that was imparted to me in such a short time. The seminar included many practical exercises and it helped to uncover personal weaknesses when negotiating and to further develop one‘s own skills.“
Please note: this seminar focuses on negotiation skills and leadership in complex negotiations. It does not provide legal advice on employment, labour or corporate law. Any legal questions relating to works councils, supervisory bodies or corporate governance should be addressed with the appropriate legal advisors or responsible authorities.
Further information
Terms and FAQs
Registration and terms of participation
- Registration is either through the registration link stated for the respective seminar (an external page for booking and payment) or by email to info@ismanundpartner.com followed by timely payment. In both cases you will receive a confirmation from us by email.
- The participation fee is due before the seminar begins. Seminar materials are included in the price and provided digitally.
- A substitute participant can be named at any time free of charge.
- If the minimum number of participants is not reached, or for another important reason, the seminar may be cancelled or rescheduled. Fees already paid will be refunded in full in this case; further claims, such as travel costs, are excluded.
- Changes to the trainer, location or schedule while maintaining equivalent quality remain reserved.
Cancellation terms
- Up to 21 calendar days before the seminar: free of charge.
- 21 to 7 calendar days before the seminar: 50% of the participation fee.
- 6 or fewer calendar days before the seminar, or in the event of a no-show: 100% of the participation fee.
- Cancellations must be made in text form. The date of receipt by ISMAN & Partner shall be decisive. Participants may nominate a substitute participant at any time and at no additional cost.
Early booking discount
For registrations up to 6 weeks before the seminar date, we grant an early booking discount of 10% on the participation fee. The discount is applied automatically on the invoice and cannot be combined with other discounts.
Online formats: technical requirements and access
- A stable internet connection, an up to date browser or a common conferencing tool; a camera and headset are recommended for the interactive exercises.
- You will receive access details 24 hours before the seminar begins by email.
- On request, we offer a short technical check in advance.
Frequently asked questions
Do I receive a certificate of participation? Yes, all participants receive a certificate from ISMAN & Partner.
Can I move to a different date? A one time, free of charge change is possible up to 21 calendar days before the seminar begins, after that the cancellation terms apply.
What happens if the seminar is cancelled? You receive a full refund of the participation fee, or you can move to a replacement date free of charge.
Is the content transferable to my industry? Yes. The methods apply across industries, the exercises work with the participants' own cases.
Not the right date? Let us talk about an in house workshop or a custom programme.
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