American Negotiation Techniques: International Negotiating

Participants will learn how to structure an American style presentation. Americans typically find that German presentations are too long, unfocused, and boring.In this seminar the participants will learn to use a very effective and persuasive American presentation structure. They will learn step-by-step how to prepare opening and closing statements which exactly meet American expectations. They will also learn how to build the body their presentations based on benefits which are important to Americans.

Participants will learn how to use special techniques to increase the acceptance of their presentation. In German-American negotiations, German negotiators seldom ask enough questions. Americans believe that a lack of questions demonstrates a lack of interest. Therefore, in this seminar the participants will learn exactly how and when to ask which questions, and how to use proven question-paraphrase techniques.

The German style of negotiation often leads to frustration and anger on the American side. Americans expect their negotiation partners to be open to persuasion and to make concessions when the time is right. Therefore, this seminar teaches participants how to use a proven system for planning and making concessions which protects their real positions and doesn´t damage the negotiation atmosphere.

Participants will learn how to answer objections skillfully. Americans often use tactics to create pressure, they usually use verbal response and special questioning techniques to answer objections and avoid pressure themselves, and they often use tricks which are considered to be unfair by German negotiators to gain an advantage in the negotiation. In this seminar the participants will learn how to effectively use fair tactics and techniques (salami, reversal, diffusion, diversion, etc.), and how to recognize and defend themselves against unfair negotiation tricks.

The proven strategies, tactics, and techniques, are learned through question and answer conversations, practical exercises, structured and free role plays, and intensive feedback sessions.

This seminar is practical, intensive, and participant centered.

Participants will learn how to deal with questions, and how to handle a difficult audience