70% of your negotiating success is already being determined in the planning stages. How well prepared you are greatly defines the thickness of the ice you walk on when negotiating. Intensive preparation means thick ice, insufficient preparation means thin ice – falling through the ice is always as uncomfortable in business as it is in real life.

What is the seller’s drink preference? Where does he or she like to go on vacation? Is he or she married? And what does this information mean to me??? MORE than you might think!

Often, a child’s way of asking questions is “more intelligent” than the approach taken by many adults. How is this possible, and what can buyers and sellers learn from this? Explore and practice these techniques in this module!

Most purchasing agents avoid “small talk” as an opening strategy, yet it is good to know why this is a very important element in negotiations. In this module, you will learn how to present a more “in depth” appearance than the average “blah, blah, blah” of off-the-cuff small talk.

Where does manipulation start and how far should it go? An interesting question - especially given the current potential for fraud and deceit in today’s business environment. How to detect manipulation and how to counter it are two aspects of this module.

NLP: what is it and what is it not? The meta level: prerequisites for a strategic negotiation. Beyond that, you will get acquainted with the rules of communication among people – Transaction Analysis.

What behavioral and personality models can tell you and how to assess your negotiation counterpart.

When you ask five different people the same question, you will get five different definitions. You will find a clear explanation and practical approach to classification here.

Who would be looking forward to negotiations under these circumstances? In this module, you will see a video of such a negotiation. Transferred into your situation, this method will show you how you can turn even this scenario around to your advantage.

What happens if a technician in your team inadvertently derails the negotiation process? Tips on how to bring your team “into the same boat” is the subject of this module.

In addition to your inquiring techniques, active listening skills are a very important component of a well conducted communication strategy. Communications and relations – how sellers skillfully hit on your operating departments.

Is the gift of a bottle of wine a “bribe?” Well, that depends … more on that subject in this module.