Master Negotiation – Tactics, Pressure, Influence

Module 1: Who Are You Negotiating With?

Understand the different negotiation styles and roles.
Participants will learn how to identify partner profiles, assess motivations and values, and map key stakeholders to prepare for strategic conversations.

Module 2: Negotiating Under Pressure and Stress

Explore how stress and pressure affect decision-making and communication.
Participants will recognize their own stress responses (fight, flight, freeze, fawn) and develop strategies to stay calm, focused, and effective in challenging situations.

Module 3: Manipulation Techniques in Negotiation

Learn how to spot and respond to manipulation during negotiations.
Participants will explore common tactics (emotional pressure, confusion, false deadlines) and practice assertive communication to maintain control and protect their interests.

Module 4: Master Negotiation – The Harvard Method

Apply the principles of interest-based negotiation to build strong, lasting agreements.

Module 5: Negotiating with Monopolists and in Unequal Power Situations

Handle tough negotiations where alternatives are limited or the other side holds more power.
Participants will learn how to build partial alternatives, create interdependence, and use strategic levers beyond price (e.g., terms, service, volume).

Module 6: Win–Win or Win–Lose? Strategic Choices in Negotiation

Understand when to cooperate and when to protect your bottom line.
Participants will explore negotiation dynamics, recognize escalation patterns, and adjust their strategy to balance relationship-building with assertiveness.

Training Methods and Practical Exercises

The sessions will be delivered using interactive and experiential learning methods, enabling participants to develop skills through practice and reflection. The following training techniques will be applied:

• Discussions – both trainer-led and peer-driven conversations that encourage deeper reflection, confrontation of perspectives, and collective problem-solving.

• Practical exercises – focused on performing targeted tasks designed to enhance specific interpersonal skills and increase individual effectiveness in real-life situations.

• Case and scenario analysis – based on real or fictional events that participants first explore at a surface level, then investigate more deeply to identify causes, consequences, and possible solutions.

• Simulations – recreating realistic tasks and team dynamics under near-authentic conditions to help participants test new approaches in a safe environment.

• Role-playing – allowing participants to step into various professional roles and receive structured feedback to improve communication, self-awareness, and conflict resolution strategies.

• Questionnaires and self-assessment tools – helping participants identify their typical patterns, behaviors, and preferences in communication and conflict situations.

• Procurement and purchasing specialists.
• Sales representatives and account managers.
• Project and product managers.
• Business development professionals.
• Team leaders and department managers.
• Anyone who negotiates with clients, suppliers, or internal stakeholders.