(EN) Best practice in Claim Management
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SEMINAR ANFRAGE / TEILNAHME
AGENDA
Term claim management
– Daring thesis and derivation of term
Origin of claims & 1st action
– Good preparation is everything
Processes / tools
– Structure is important
– Best practice as the key to success
What strategy do I need?
– Presentation of claim strategies
– Pros & cons
Negotiation “put the horsepower on the road”
– Negotiation planning and style
– Psychology / rhetoric in the negotiation
– Batna and Zopa / Harvard method
– Negotiations
Role behavior in the negotiation
– Practical implementation in the negotiation
– Role playing
– Evaluation by trainer / participant
– Manipulation possibilities
– Ethical consideration / evaluation
– Abort the negotiation?