Negotiating in English

“That you may be strong, be a craftsman in speech,

for the strength of one is the tongue,

and the speech of one is mightier than all fighting.”  

(Ptahhotep, ~3000 B.C.)

Target Audience:

Non-native English speakers that need to negotiate professionally in English.
Recommended Level of English: B2

Objectives:

Successful negotiations call for more than a translation of goals and objectives into the English language. By using English non-native speakers also enter a different culture with different standards of communication and negotiation (e.g. politeness, importance of small talk etc.). The seminar does not only provide students with useful vocabulary, idioms, phrases and grammar but also with insight into cultural differences and proper negotiation styles.

Seminar Contents (2 days):

• Planning and Preparing Negotiations – Becoming aware of the best possible outcome and your BATNA (Best Alternative To a Negotiated Agreement).
• Cultural Awareness – Cultural differences in negotiations: Low and high context communication styles, implications, reading between the lines.
• Beginning of a Negotiation – Creating a good atmosphere, socializing and bonding
• Harvard Principles of Negotiation – Hard on the issue and soft on the person. Principles to reach win-win solutions and mutual gain
  
• FBI-Methods – Using tactical empathy, listening, mirroring, labeling, calibrated questions, finding Black Swans, anchoring, strategically stalling, the Ackerman bargaining method
• Language Focus – Smart wording, essential vocabulary, useful phrases
• Grammar Focus – e.g., Conditionals: Talking about hypothetical and real situations
• Practice – Role plays and simulations.

As a lot of oral practice in negotiating will be included in this workshop, participants should bring in some suitable and job-relevant topics to use in role-plays.

Trainer: Steven Vitolianos (US Coach)

Number of participants: 1-6

Fee per Person: 980.- € (+ 19% VAT)

"I truly enjoyed the training and felt like I learned a lot. The sessions were a great way to improve my negotiation skills. The instructor was very knowledgeable and professional, also friendly and approachable. I gained valuable insights from his teaching methods. I highly recommend this training to my colleagues in the company and friends outside the company."

(Feedback following an in-company training)

*****

"Steven was my teacher and I had the chance to talk with him about all kind of examples and specific subjects that I brought with me. He had many tips which were very inspiring and I was able to deepen my negotiation skills.

Both Steven and Beatrix were very friendly, motivated and supportive during the whole time - thanks again to both of you!"

*****

“I really enjoyed the training and felt that I learned a lot. The sessions were a great opportunity to improve my negotiation skills. The instructor was very knowledgeable and professional, but also friendly and approachable. I gained valuable insights from his teaching methods. I would highly recommend this training to my colleagues within the company and my friends outside the company.”

***** 

“A seminar perfectly tailored to our requirements. Many things can be directly applied and implemented in everyday work and help you to better master daily challenges. The coach, Steven, was very good at conveying all the course content and had a very relaxed and pleasant way of coaching the group.”