A structured negotiation process - You will learn how to run negotiations step by step, so you can plan each conversation better, spot turning points earlier and avoid rushed decisions when pressure increases.
Stronger preparation - You will learn how to assess both sides’ interests, define goals, BATNA and concession limits, so you enter negotiations with a clear plan and greater confidence.
Control over emotions and influence - You will understand persuasion mechanisms, common cognitive biases and ways to manage emotions, helping you stay calm and read the other side’s intentions more accurately.
Sharper communication - You will practise active listening, questioning, paraphrasing and clarifying, so you can gather better information, reduce misunderstandings and build agreement with less friction.
Effective concession techniques - You will learn how to open talks, negotiate price, terms and deadlines, and close agreements, helping you achieve stronger outcomes without damaging the relationship.
Handling pressure and manipulation - You will learn how to spot manipulation, set boundaries and respond assertively, so you can break deadlocks more effectively and protect your interests in difficult situations.
Confidence in online negotiations - You will understand the differences between in-person and remote negotiations, including etiquette and tools, so you can lead effective conversations even through a screen.
Practice with realistic scenarios - Through simulations, you will test strategies and responses in practice, making it easier to apply new skills in everyday talks with clients, partners and colleagues.
Negotiation is presented as a structured process rather than a set of improvised moves. Participants clarify key definitions and common myths, distinguish between hard, soft and partnership-based approaches, and map the main stages and elements of negotiation.
Before entering the room, negotiators need a clear view of interests, limits and available options. This part covers goal setting, BATNA and boundaries, collecting relevant information, assessing the context, and translating analysis into strategy and negotiation scenarios.
Cialdini and Kahneman provide a framework for understanding how people decide and respond under influence. Participants examine emotions in negotiation, links between personality types and negotiation style, and ways to build trust and credibility during the relationship.
Effective negotiation depends on how information is exchanged and interpreted. The section develops active listening, questioning, paraphrasing and clarification, while also covering body language, common communication errors, and the use of influence and argumentation in discussion.
From the first offer to the final agreement, technique shapes the course of the conversation. The section focuses on opening moves, managing concessions and compromise, negotiating price, terms and deadlines, and choosing appropriate methods for closing negotiations.
Pressure, manipulation and deadlock can quickly derail even well-prepared talks. Participants learn to recognize difficult behaviors, respond assertively without escalating conflict, set boundaries in conversation, and regain movement when negotiations reach an impasse.
When several people negotiate on one side, clear roles and disciplined communication become critical. This part addresses cooperation with internal stakeholders such as sales or legal teams, and shows how remote talks differ in etiquette, tools and interaction dynamics.
Real-life cases and role-play tie the full program together in a practical format. Participants work through complete negotiation scenarios, test preparation, communication and closing techniques, and then review decisions, reactions and outcomes to strengthen repeatable habits.
Basic communication skills - You should be comfortable holding professional conversations, expressing your thoughts clearly and listening actively to benefit fully from the exercises and simulations.
Business conversation experience - It is helpful if you have taken part in discussions with clients, suppliers or coworkers, as the training is built around realistic negotiation situations.
Ability to analyse situations - You should be able to assess your goals, interests and limits in a simple work situation so you can effectively develop a negotiation strategy and options.
Openness to practice - You should be ready to take part in role plays, give feedback and receive feedback, because hands-on practice is an important part of this training.
