For executives who want to achieve more.
Every negotiation contains more room than expected — if you know how to unlock it.
Those who negotiate must know what they want. And know what the other party wants. Everything else is tactics.
Negotiations are among the most demanding leadership situations. They require preparation, strategy, psychology, communication, nerve — and the ability to think clearly and say the right thing under pressure.
SPARKPOINT trains executives for these moments — with realistic simulations, structured methodology and the feedback that truly leaves a mark. Not a seminar about negotiation theory. But an intensive engagement with practice.
Professional negotiation means: recognising interests, representing positions, withstanding pressure, managing concessions and bringing negotiations to a good conclusion. Training combines structured approach with real behaviour — in simulations close enough to reality that the transfer begins immediately.
- —Board members and CEOs
- —Procurement and sales leaders
- —Lawyers and M&A teams
- —Executives in collective bargaining and works council matters
- —Consultants in complex client situations
- —Anyone who regularly negotiates with high stakes
What is trained
Negotiation preparation and strategy development
BATNA, opening and positioning
Handling pressure, tactics and escalation
Recognising interests behind positions
Body language and signals in negotiations
Concession management and closing
Team negotiations and role allocation
Video analysis of all simulations
SPARKPOINT combines structured negotiation theory with intensive practice simulations — recorded, analysed, discussed. Participants negotiate multiple times and systematically identify what works and what does not. The feedback is precise, personal and to the point.
Christof Schramm
Christof Schramm has been working as an executive communication trainer and CEO coach for board members, managing directors and leadership teams since 1999 — in M&A transactions, IPOs, media situations and critical leadership transitions.
View profile →Format & Structure
- Fully individually designed
- In-person, in Germany and internationally
- Individual coaching or group format (2–8 people)
- Flexible in duration: from half-day to multi-day
- Video analysis of all negotiation simulations
- Preparation for specific, upcoming negotiations possible
Modules & Formats
Preparation and negotiation strategy
Systematic preparation for negotiations: goal definition, BATNA, opening positioning, concession planning, team role allocation and scenario analysis. Those who are prepared negotiate better.
Representing positions convincingly
Argumentation, justification and persuasion in negotiations. How are positions represented with strength? How are demands justified without signalling room to concede?
Meeting resistance and pressure with composure
Handling pressure, threats, ultimatums, silence and aggressive negotiation tactics. Techniques for de-escalation, refocusing and regaining the initiative.
Reading interests and understanding the other party
Recognising, analysing and using the interests behind positions. How do you read a counterpart? How do you recognise what truly matters — and what is just staging?
Emotional intelligence in negotiations
Handling emotions with composure — your own and others. How do you stay clear and capable of acting when emotions run high? How do you deploy emotions deliberately as a negotiation instrument?
Negotiation roles and team negotiations
Negotiations with multiple parties on both sides. Role assignments, signal systems, division of labour, agreements and team coordination without loss of information.
Frequently asked questions
What makes SPARKPOINT negotiation training special?
SPARKPOINT combines negotiation strategy with communicative impact. Many negotiation trainers focus on tactics and strategy — SPARKPOINT also trains how this strategy is communicated convincingly, clearly and confidently. Those who negotiate well and communicate well have the decisive advantage.
For which negotiation situations is the training suitable?
For all negotiations of high importance: salary negotiations, M&A negotiations, supplier and client negotiations, collective bargaining, internal budget negotiations and strategic partnerships.
What do you learn concretely?
Negotiation preparation and BATNA analysis, opening positioning and first offers, handling pressure tactics, concession management, closing strategies and the ability to remain confident even in long or demanding negotiations.
Can the training prepare for a specific negotiation?
Yes. SPARKPOINT prepares for specific upcoming negotiations — with the specific context, the interests of all parties and the desired outcome. Simulation and feedback make preparation particularly effective.