Seminar content
The PRO: CLAIM® concept was specially developed for negotiations in the context of existing contracts in the project business. Project business means that the parties work cooperatively towards a common goal. However, tough negotiation methods, in which strong pressure is exerted, damage the willingness to cooperate. The cooperative negotiation style, e.g. according to the Harvard concept, focuses on a long-term good relationship, but neglects the commercial component.
This negotiation concept is specially designed for the commercial requirements in the project business and combines four fields of competence:
Securing Entitlement
The procedure for securing entitlements is about fulfilling the formal requirements. This includes the reporting of the claim as well as the preservation of evidence and the creation of the claim document. The topics relating to the procedures for guaranteeing claims are dealt with in further seminars and are not part of this seminar.
Phases of negotiation
The building blocks of the phase concept allow a systematic and structured approach in the negotiation. Factors such as bargaining power, strategy and tactics are dealt with.
Negotiation technique
Negotiation techniques can be learned, whereby a distinction should be made between fair and unfair methods.
Negotiation psychology
Negotiation psychology deals with the control of people. Controversial claims in particular have a high potential for emotions. You can only control people if you know the mentality of the different characters and address them specifically.
