Competitive and collaborative negotiation
Competitive and collaborative negotiation starts with recognising the type of negotiator sitting across the table. Every negotiation is different, and so is every counterpart. In the training you practise reading your counterpart early, adjusting to them and adapting your own approach. You then judge whether a competitive or a collaborative route produces the better result in that particular situation. Both tactics can be combined, without one devaluing the other.
What sets us apart
- 1Read your counterpartYou quickly recognise which type of negotiator you are dealing with and adjust to them.
- 2Choose the tactic deliberatelyYou judge whether a competitive or a collaborative approach produces the better result.
- 3Combine bothCompetitive and collaborative elements can be combined without one devaluing the other.
Our services
Recognising the negotiator type
Who is across the table?- Every situation differs. No negotiation is like the last one, and no negotiator like the next.
- Read them early. You quickly recognise which type your counterpart corresponds to.
- Adapt your approach. You adjust to your counterpart and align your own route accordingly.
Competitive or collaborative
Choosing the tactic- A deliberate call. You judge which approach produces the better result in the case at hand.
- Not either-or. Both tactics can be combined without one devaluing the other.
- Shifts mid-meeting. You are prepared for competitive as well as collaborative moments in the same negotiation.
The patterns behind failure
Rarely technical, mostly tactical- Confident yet stuck. Lawyers argue with confidence, yet many negotiations run differently than planned.
- Typical causes. Fixation on statutes, rigid attachment to positions, missed power plays and undertones.
- Made visible. The training exposes these patterns and conveys techniques that can be applied immediately.
How a session runs
Theory, example, case study- Theory first. Each topic is explained, followed by practical examples.
- Then the role. Case studies are played through with selected participants or volunteers, with participants and trainers taking on roles with their own tasks and objectives.
- To take away. After the session all participants receive the seminar materials.
Format and audience
On site or online- Both work. On-site events tend to have the stronger effect; online keeps the setup flexible.
- Large groups. Online delivery lets big groups be split into smaller units across several dates.
- Target group. Lawyers as well as in-house counsel.
Frequently asked questions
Why is negotiation training worthwhile for lawyers?
Lawyers argue with confidence, yet many negotiations run differently than planned. The reasons are rarely technical but tactical and psychological: fixation on statutes, rigid attachment to positions, missed power plays and undertones. The training makes these patterns visible and conveys techniques that can be applied immediately.
How is a training session run?
Each topic is explained in theory first, followed by practical examples. Case studies are then played through with selected participants or volunteers, in which participants and trainers take on roles with their own tasks and objectives. After the session all participants receive the seminar materials.
Who is the negotiation training aimed at?
At lawyers as well as in-house counsel. The content is built around legal negotiation practice. For in-house counsel there is a dedicated seminar on purchasing negotiations with internal and external sellers. The training works for individual teams as well as for larger groups.
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