"Business Terrorists" are a species that appear increasingly in tough times - they happen to be in purchasing departments, in some line of businesses and often also work as intermediaries or advisors. They work with everything in order to squeeze margins or try to negotiate a better price.
This workshop is aimed at the sophisticated negotiator who already has experienced a series of negotiations and has already closed several large deals in the area of 30mln€ plus.
Key workshop features:
Benefits of the workshop:
Thursday, 28th August:
until 9:30 Arrival
10:00 - Start and Welcome: Dr. Christoph von Gamm
10:30 - Introduction of participants - Depicting the personal Negotiation Situation
11:30 - Negotiation and Transactions - The Harvard Negotiation Principle
14:00 - Ethics in Negotiation - Being ethical whilst the others aren't. Why?
15:00 - First Role Play Exercise - A tough negotiator
16:00 - Anatomy of a Business Terrorist: Where are they, what do they do?
17:00 - Second Role Play Exercise - The Reverse Auction
18:30 - Refreshment at the Biergarten, first evening talks
Friday, 29th August:
09:00 - Unblocking the Margin squeeze - Value selling - how can this come?
10:00 - Integrative Negotiation - how does this work
10:30 - Third Role Play Exercise - Dealing with Angry Clients
11:30 - How to make a deal work - Political, Rational and Emotional
12:30 - Italian Lunch - Negotiating with the Mafia
14:00 - Perception, Cognition and Emotion - How to trigger new behaviour
15:00 - Usage of NLP Techniques in Negotiations
16:00 - Intercultural differences in Negotiations - Negotiations with Chinese, Indians and Israelis.
The seminar leader:
Dr. Christoph von Gamm, CEO of vonGammCom Global is an experienced lead negotiator for Multimillion and Billion Dollar deals. His key credentials are in turning around difficult situations, negotiating winning deals and finding and coaching executives who are poised to win.
Besides his consultancy and executive search work, he holds lectures on Negotiation, Sales and Purchasing Management and Business Policy and Strategy at the European University Business School in Munich.
English - because most Business Terrorists speak English
Special discounts for vonGammCom Global registered VIP clients