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Stop Leaving Value on the Table.
Every interaction—from internal resource allocation to high-stakes client contracts—is a negotiation. Are you entering these discussions unprepared, often yielding too much or damaging critical relationships? Our practical course moves beyond theory, focusing on real-world scenarios and immediate skill application.
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❌ Are You Struggling With:
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Feeling unprepared or intimidated in difficult discussions?
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Securing a fair price or equitable terms consistently?
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Dealing effectively with aggressive or deceptive counterparts?
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Moving negotiations past an impasse without giving away the farm?
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✅ What You Will Master:
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Strategic Preparation (BATNA): Define your walk-away point and optimize your leverage.
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Psychological Influence: Master framing, anchoring, and non-verbal cues to control the conversation.
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Value Creation: Shift from win-lose to Win-Win (Integrative) negotiation to maximize joint gains.
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Tactical Execution: Learn to counter common tactics (e.g., Good Cop/Bad Cop, the Nibble) flawlessly.
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Inside Center Panel: Course Outline (What You Will Learn)
Curriculum: From Preparation to Final Agreement
This two-day, interactive course is built around intensive role-playing, video analysis, and personalized feedback—features optimized for the in-person learning environment.
| Day / Module | Core Topics Covered |
| Day 1: Preparation, Psychology, and Opening | * The Foundation: Defining BATNA (Best Alternative to a Negotiated Agreement), Reservation Value, and Target Price. * Negotiation Styles: Understanding your natural style and adapting to your counterpart’s style. * Psychology in Play: Anchoring effects, framing the discussion, and managing perceptions. * Questioning & Listening: The art of inquiry to uncover true interests (not just positions). |
| Day 2: Tactics, Deadlock, and Closing | * Hardball Tactics: Identifying and deflecting common aggressive and manipulative ploys. * Concessions Strategy: The smart way to give and receive concessions to imply value. * Dealing with Impasse: Techniques for breaking deadlocks and generating new options for mutual gain. * Post-Agreement: Finalizing documentation, ensuring commitment, and relationship repair/maintenance. |
| Throughout the Course | * Intensive Role-Play Sessions: Practice high-stakes scenarios (e.g., salary, vendor contract, internal conflict). * Video-Recorded Feedback: Receive one-on-one coaching based on your actual performance (unique to in-person). |
Inside Right Panel: Who Should Attend & Your Expert Trainer
Who Will Benefit Most?
This workshop is crucial for any professional whose success relies on securing agreement and managing relationships:
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Sales and Procurement Professionals
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Project Managers and Team Leaders
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Executives and Directors
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Business Development Managers
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Account Managers dealing with large clients
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Entrepreneurs and Small Business Owners
Curriculum
- 3 Sections
- 0 Lessons
- 10 Weeks
Expand all sectionsCollapse all sections
- Day 1: Preparation, Psychology, and Opening* The Foundation: Defining BATNA (Best Alternative to a Negotiated Agreement), Reservation Value, and Target Price. * Negotiation Styles: Understanding your natural style and adapting to your counterpart's style. * Psychology in Play: Anchoring effects, framing the discussion, and managing perceptions. * Questioning & Listening: The art of inquiry to uncover true interests (not just positions).0
- Day 2: Tactics, Deadlock, and Closing* Hardball Tactics: Identifying and deflecting common aggressive and manipulative ploys. * Concessions Strategy: The smart way to give and receive concessions to imply value. * Dealing with Impasse: Techniques for breaking deadlocks and generating new options for mutual gain. * Post-Agreement: Finalizing documentation, ensuring commitment, and relationship repair/maintenance.0
- Throughout the Course0
