Negotiations. Conflict. Be Prepared.
Reading the Other Side
Seeing beyond tactics. Understanding people.
Almost everyone recognises negotiation tactics by now. Far fewer can accurately read the person behind them.
This seminar starts where successful negotiations actually begin: with the individual sitting across the table. Whether pressure, flattery or an artificial ultimatum is effective depends less on the tactic itself than on the person using it.
Learning to recognise motives, interests, behavioural patterns and signals of influence enables you to respond deliberately, not instinctively. Instead of merely identifying negotiation techniques, you develop the ability to understand the people behind them and maintain your own room to manoeuvre.
Delivered over two days in a small group setting, the seminar is built around participants' own negotiation cases, ensuring every insight is directly applicable to real negotiations.
Who it is for
For professionals who negotiate regularly and deal with counterparts who are highly tactical or difficult to read. Particularly relevant for those working in procurement, sales, project and contract management, consulting, leadership or as self employed professionals.
No prior negotiation training is required. Practical negotiation experience from your day-to-day work is sufficient.
What you will learn
- Read your counterpart more accurately: recognise behavioural and communication patterns and anticipate the influence tactics most likely to be used.
- Understand your own negotiation profile: identify the situations, behaviours and tactics that are most likely to influence your own decisions under pressure.
- Recognise common influence patterns: understand how tactics such as pressure, flattery, silence and artificial deadlines work and learn to identify them before they affect your judgement.
- Choose the right response: decide when to address a tactic directly, redirect the conversation, slow the process down or, where appropriate, walk away from the negotiation.
- Apply the learning to your own negotiation: work on a real case submitted in advance and leave with practical strategies you can use immediately.
What you will gain
You will develop a sharper understanding of the people behind the negotiation and respond more deliberately to influence attempts.
Structure
How the seminar is organised
The seminar takes place over two days in Cologne with a maximum of 12 participants. To ensure practical relevance, the preparation begins two weeks before the seminar.
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 that will form the basis for parts of the practical work.
Day One|Reading & Understanding
You will learn a structured framework for assessing negotiation counterparts, explore your own negotiation profile and examine the mechanics behind common influence tactics. Practical examples and participants' own cases bring the concepts to life from the very beginning.
Day Two|Responding & Applying
The second day focuses on practical application. You will develop effective counterstrategies, work on real cases in small groups and take part in realistic negotiation simulations with structured reflection and feedback.
You leave with a clear understanding of how to recognise influence attempts early, respond deliberately and apply your learning to your next important negotiation.
Included: case preparation, 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.“
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.
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.
Get in touch