For 30 years I had to lead countless negotiations of all kinds in the journalistic-publishing business.
After one day of seminar at Networx and with Markus Nekham I can only guess how much more success I could have achieved with these very clear and practical tools.
Can only recommend this to all active people.

Peter RablJournalist

A great and recommendable seminar, the content was compact, practical and trenchant.
Many examples complemented the theory excellently, and the frequent involvement of the participants made what they had learned immediately applicable – both professionally and privately.
An excellent lecturer, who leads an entertaining seminar with a high usage factor in an easy and amusing way.
I would also like to thank you for the perfect process and organization!

Christian Lamprecht, MBABrand Manager Maserati

I attended your negotiation seminar in April last year together with a number of colleagues in our company. I would like to give you feedback on the course and benefits of the seminar almost one and a half years later.
The two and a half day seminar itself was very cleverly structured and very entertaining, not least because of your exciting presentation style. Your flexible response to individual wishes and the many practical examples and exercises you gave us many new perspectives for our appearance in the various negotiation phases with customers and suppliers.

We have been trying to apply many of the given tips and hints in practice since then. Our appearance has become more uniform, better prepared and more goal-oriented. Appointments have become more efficient, the expectations of both sides have been more clearly communicated and better documented. In many cases, we were able to make direct use of what we had learned in the seminar and immediately notice the positive feedback.
We are therefore happy to recommend your seminar to others.

Peter Thomayer, Chairman of the BoardCPB SOFTWARE AG

Further references from participants in negotiation seminars for companies


One of my main personal take-aways of this seminar is the insight that – if somehow possible – you should always find time to prepare for a negotiation. This helps you to be clear on the goal of the negotiation process and to subsequently really achieve your goals in an efficient way. When it comes to walking out of a negotiation with a satisfying result, it is essential to become clear on and separate between “have tos” and things which are not necessarily a “have to” but would still be beneficial if they were achieved – intents.
Furthermore, it is powerful to think about your own and your opposite’s BATNA and how to strengthen or weaken it. One also should consider that sometimes “no deal” can be the best solution in negotiations. Still with the concept of tradables at hand, there is often much more room for solutions than one would think. I find it interesting to search for potential tradables beforehand and also to actively ask the counterparty for tradables which they could offer at low personal costs. This is another insight that will stick with me from this course, tradables are things which you can offer and are of value to someone else but do not cost you much.
Having talked about the importance of preparation, it is relevant to remember that the amount of time spent on preparing for a negotiation has to be in line with the expected benefit of this negotiation. Another powerful tool that I have come more and more familiar during the course, is the power of having an agenda, especially when it comes to not wasting much time on nothing. Not only having an own agenda but also inviting the counterparty to prepare their agenda in advance and having those agendas compared at an early stage of the negotiation process, can be really powerful – one could see that during the roleplay at the second day.
Many of the key learnings that I have taken away from this course come in at a very early stage of the negotiation process and can have a major impact on how the subsequent negotiation develops. Next, I found it interesting to keep in mind that a good negotiation team should consist of team members with different complementary tasks/skills. So taking a short break at the right time, is something I will very likely apply more often in the future.
To sum it up, I think that this course especially will help me to not only achieve satisfying results, which I feel I have already been quite good in the past, but to achieve them within a reasonable time frame. In other words, I think I can take with me much knowledge and many tools that make me working more goal-directed and efficiently and I think that this course also further enables me to give positive guidance (to others) during negotiations.

Bernhard Mayr, Student WU

I really appreciate this course and my confidence for future negotiations has risen drastically. Before the course I did not really know what one could learn for negotiation. Now, of course, I am still not an expert but I feel that now I basically know all of the crucial things about negotiation and I have the handout to look up the important stuff before my next important negotiation.
The way the content was presented was very well structured, which made it easy for me to memorize it. Whether the sailing course has helped memorizing it even better, I will first be able to judge in a few years. Now the knowledge is still in my short-term memory. In any case, it helped create a very positive atmosphere, many good emotions, and it made everyone happy to attend the class on a Monday morning! So the least I can say is that it was a day everyone of us (participants and lecturer) has spent nicely
We also had a class called “Executive Leadership” this semester, where we read Stephen Covey’s “The 7 Habits of Highly Effective People”. After the first three habits of “private victory”, the next habits to follow for “public victory” were Think Win-Win, Seek First To Understand Then To Be Understood, and Synergize. I felt reminded of that, when hearing that listening should be 80% of the negotiation, or when trying to understand the other better in order to find a solution that will benefit both (win-win).
There are some small things I would suggest to improve. Some arguments were brought forward to dogmatically in my opinion, and – as someone mentioned in the feedback round at the end of the course – sometimes the main argument against criticism was “Harvard says so”. After careful reconsideration some questions remain unclear to me, for instance “what should I do if giving away information would be necessary from a moral perspective but would hurt my position in the negotiation? or “what to do if there is no win-win, but the situation is actually a zero-sum game?
But those are just details and overall as I said, I would give this course 10 out of 10 possible points and I will keep it in mind as one of the best courses I had

Henrik Sulz, Student WU

Further references from participants in negotiation seminars at universities


However, I was able to use what I had heard successfully days later in front of my superiors! and I left the trial satisfied. This encouraged me to consciously test and use this negotiation technique strategy in the future. I am sure that this seminar will be a valuable educational contribution for my students. It was therefore important for me personally to “experience” it myself, so that I could also fall back on it in my own lessons after my students have attended the seminar or to deepen it with them.

Sigrid Scherzer

In my opinion, this seminar has taught me many interesting things about negotiating. I think the best thing is that we have created a plan with the different stages of negotiation. I think that with this plan you can already lead a negotiation quite well. The next time I want to buy a car, I will use this plan to help me. Provided I don’t lose this one. The handouts we got were also very helpful and some of them can be used directly for negotiating. What I did not like so much was that sometimes I could not read the writing. But that was by no means a problem that could have influenced what I learned. I also liked the number of listeners very much, because you could take a lot of the seminar with you. I also liked the fact that the lecturer treated us like people and not like students. He really tried to teach us something and did not just lecture. I would be very happy if you would come back to visit us again to give us a closer look at the case study.

Bernhard Mauk, HTL student

Further references from participants in negotiation seminars at schools