• The nature of negotiations
• Approaches in business negotiations
• The 4 Principles in business negotiations
• Different styles for negotiation
• Key elements for the preparation
• Building trust - key factor in negotiations
• Exploring the other side's interest
• Communication skills in negotiation
• Recognizing and neutralizing manipulative techniques

The course is designed for Managers of various levels and functions, Purchasing Managers and Experts, Regional Managers, Key account Managers, Sales Representatives and everybody communicating with, or participating in negotiations with customers, suppliers and business partners.