Negotiation Training

NEGOTIATION IS NOT AN INDIVIDUAL DISCIPLINE—IT IS A TEAM DISCIPLINE

And it begins long before the first offer is made!

I empower companies and individuals to achieve optimal negotiation outcomes through a comprehensive, methodologically sound approach. My training services cover both direct and indirect negotiations and focus on price and contract negotiations as well as strategic partnerships.

Using advanced negotiation methods based on the Harvard model—including value-based negotiation, game theory approaches, personality analysis, and indirect negotiation techniques—I offer practical training for complex negotiations, individual coaching, and team workshops tailored to each client’s specific circumstances.

My goal is to build self-confidence, sharpen negotiation skills, and secure sustainable agreements.

Whether I’m supporting teams or individuals, I help my clients master both the visible and hidden dynamics of negotiations, thereby ensuring measurable results and long-term success.I empower companies and individuals to achieve optimal negotiation outcomes through a comprehensive, methodologically sound approach. My training services cover both direct and indirect negotiations and focus on price and contract negotiations as well as strategic partnerships.

The Problem

Many companies systematically fail to maximize value in negotiations—not because individual negotiators are ineffective, but because negotiation is treated as an individual discipline rather than a team effort.

This has consequences that are directly reflected in the results.

• Roles are unclear—everyone acts at their own discretion

• Preparation is reactive rather than strategic and structured

• More time is spent negotiating internally than with the supplier

• The personalities and motivations of the other side are not taken into account

• The BATNA is missing—or was never seriously developed

• Concessions are made without demanding anything in return

The result is not an exception, but the norm:

Suboptimal deals, avoidable concessions, missed agreements—and teams that feel, after the negotiation, that more could have been achieved.

The Approach

I combine classic negotiation methods with an understanding of human behavior and over 20 years of practical experience in complex procurement organizations.

The result is a training program that doesn’t teach how negotiation works in theory—but how to win negotiations

in real life.

✓ Harvard Concept: Interests Instead of Positions—the pie gets bigger

✓ Structured Process: 8-Step Methodology for Every Situation

✓ D.I.S.C. & Profile Dynamics: Personality as a Strategic Lever

✓ Role Model: Understanding Negotiation as a Team Sport

✓ BATNA Development: Your own alternative as a negotiating power

✓ Practical Scenarios: Real-world cases with increasing complexity

Not an academic concept. Rather, what truly works in negotiations, in a team, and under real pressure—developed from hundreds of executive-level negotiation situations.

BASIC TRAINING AT A GLANCE

Practical Negotiation: Jumping Right In

The first scenario begins without much preparation. The teams negotiate, discovering where structure

is present or lacking, where roles are unclear, and where opportunities are being missed.

Learning moments—in a safe environment to assess current skill levels.

Concise Theory / Methodology: The Boost for the Next Rounds

A concise, practice-oriented theory module: the Harvard Concept, BATNA, the role model, structured

preparation, and the 8-step methodology.

All directly applicable—in the next round and in everyday work.

Practical Negotiation: Using Methodology to Achieve Results

Additional scenarios with increasing complexity and real-life surprises—just like in the real business world.

After each round: Structured evaluation, feedback, and application. What went well? What could have been done differently?

OVERVIEW & FORMATS

One-Day Format

The core format: An intensive one-day training session for up to 8 participants.

Ideal for procurement teams, mixed groups from procurement and line functions, or leadership teams.

Train-the-Trainer

I empower your procurement organization to independently pass on the format—to line functions,

managers, and new employees. This fosters a negotiation culture that scales.

Follow-up Coaching

Optional: Individual coaching sessions after the training—for individual participants or groups.

Preparation for specific negotiations, in-depth exploration of methodology, or personality analyses using D.I.S.C. and Profile Dynamics

Custom Training

Do you have specific requirements for the format? No problem—we’ll find the right solution!

Clarity & Strucure

Roles, preparation, and strategy are all intertwined. Negotiation outcomes result from planning—not from chance or the strongest person at the table.

Negotiation Culture

A shared understanding within the team—a common language, common tools. Firmly established, not just a one-time experience.

People Centric

Wer Persönlichkeiten – die eigene und die der Gegenseite – versteht, verhandelt stärker, souveräner und mit mehr Wirkung.

FREQUENTLY ASKED QUESTIONS:

Who is this training suitable for?

Anyone who negotiates in their role—whether they call it that or not. Purchasing, sales, executives, project managers, HR. The training works across all industries and is scalable from beginners to experienced executives.

What is the ideal number of participants?

The one-day format is designed for a maximum of 8 participants—so that everyone can actively negotiate, receive genuine feedback, and develop their skills.

For larger groups, I recommend several consecutive sessions or a customized format.

Can the training be scaled internally?

Yes—and that’s often the biggest lever. Through the Train-the-Trainer format, I empower your procurement organization to deliver the training independently.

This turns procurement into an internal enabler—a role that significantly boosts visibility and prestige.

What sets this training apart from others?

Three things: First, the scenarios are real—not textbook examples, but situations drawn from actual practice.

Second, the training addresses negotiation as a team discipline, not an individual effort.

Third, I personally embody what I teach.

What happens after the training?

The training is a starting point, not an endpoint.

Upon request, I provide further individual support to participants: through follow-up coaching, preparation for specific negotiations, or in-depth personality analyses using D.I.S.C. and Profile Dynamics.

Can scenarios be customized?

Yes — Of course!

Upon request, I can develop scenarios that are precisely tailored to your industry, typical supplier structures, or current negotiation situations.

This makes the learning experience even more effective—because the scenarios are immediately recognizable.

Why André Neumann – Independent Management Consultant | Interim Executive | Negotiation Advisor:

Over 20 years of leadership experience in indirect procurement, complex negotiations, and transformation programs.

Among other roles, he served as Head of Group Procurement at MB Energy and as Director of Supplier Management at PlusServer.

Negotiation expert, certified Profile Dynamics Consultant, Certified D.I.S.C. Analyst, PRINCE2, ITIL Foundation,

Scotwork Advanced Negotiations.

Numerous successful projects and training sessions at large enterprises, medium-sized companies, and startups

Feel free to reach out—I look forward to speaking with you.

Together, we’ll find the format that best suits your team and your goals.