Your real case
Two weeks beforehand you receive a short case template. Submit a current or upcoming negotiation one week before the seminar.
ISMAN & Partner · Masterclass
Reading the other side
Seeing beyond tactics. Understanding people.
The masterclass
Almost everyone recognises negotiation tactics by now. Far fewer can accurately read the person behind them. This seminar starts with the individual sitting across the table. By reading personality, motives and communication patterns, you recognise influence attempts earlier and preserve your room to manoeuvre.
Who it is for
For people who carry responsibility at the table.
For professionals who negotiate regularly and deal with counterparts who are highly tactical or difficult to read: procurement, sales, project and contract management, consulting and leadership. Practical negotiation experience from day-to-day work is sufficient.
What you will learn
- 01
Read behavioural and communication patterns and anticipate the influence tactics most likely to be used.
- 02
Understand your own negotiation profile and the situations most likely to influence your decisions under pressure.
- 03
Recognise how pressure, flattery, silence and artificial deadlines work before they affect your judgement.
- 04
Choose when to address a tactic, redirect the conversation, slow the process down or walk away.
- 05
Apply the learning to a real case submitted in advance and leave with immediately usable strategies.
Structure
From your own case to your next negotiation.
Reading & Understanding
A structured framework for assessing counterparts, your own profile and the mechanics behind common influence tactics.
Responding & Applying
Counterstrategies, small-group case work and realistic simulations with structured reflection and feedback.
Your place at the table
EUR 2,142.00
Case preparation, all seminar materials, lunch and refreshments on both days.
Terms & FAQs
Registration and participation
Registration and payment are handled by Universe. The fee is due before the seminar; materials are included. A substitute participant may be named at any time free of charge.
Cancellation
Cancellation is free when received at least 21 calendar days before the seminar. From 20 to 7 days, 50% is payable; from 6 days before the seminar and for no-shows, 100% is payable. A substitute participant may be named free of charge; statutory withdrawal rights remain unaffected.
What if the seminar is cancelled?
Fees already paid are refunded in full, or you may move to a replacement date free of charge.