Training

Mastering Multi-Issue Negotiations

Many negotiations fail because they focus only on price. Yet the greatest opportunities often lie in the "other topics" – delivery conditions, service levels, payment terms, or contract durations. Those who manage to negotiate all topics in parallel and combine them skillfully have significantly more room to maneuver and strengthen their own position.

Scenario

In this training, you experience a negotiation in which your counterpart tries to steer the conversation exclusively toward price. As long as you follow this pattern, you end up on the defensive. Only when you deliberately bring in the other topics, make priorities visible, and deploy trade-offs skillfully does the other party open up and accept a balanced overall package.

Learnings

Structure multiple negotiation topics in parallel
Avoid price traps by expanding the playing field
Use trade-offs to create added value
Skillfully counter attempts to narrow the agenda
Negotiate a fair, strategic overall package

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