This intensive workshop is engineered for professionals who need to consistently achieve superior outcomes in complex negotiations, from high-stakes contracts to internal resource allocation. Moving beyond transactional haggling, the course focuses on the Harvard-based principles of interests-based negotiation, psychological leverage, and creating sustainable value. Participants will master a structured four-phase negotiation process, learn to identify the crucial **BATNA (Best Alternative to a Negotiated Agreement)**, and confidently manage power dynamics. By integrating persuasion and influence tactics, attendees will be equipped to consistently turn competitive discussions into mutually beneficial partnerships.
Negotiation Mastery: Persuasion and Influence in Action
Leadership and Business Management
October 25, 2025
Introduction
Objectives
Upon completion of this course, participants will be able to:
- Apply the four core phases of effective negotiation: Preparation, Discussion, Proposal, and Close.
- Master the Harvard Method (Interests-Based Negotiation) to create maximum value (**ZOPA**).
- Accurately determine the crucial **BATNA (Best Alternative to a Negotiated Agreement)** and Reservation Value.
- Utilize psychological principles of influence (e.g., Anchoring, Framing) to shape the negotiation landscape.
- Develop and execute multi-issue negotiation strategies to achieve 'win-win' or 'win-more' outcomes.
- Identify and effectively counter common negotiation tactics, manipulation, and adversarial behavior.
- Manage internal and external negotiation teams, ensuring a clear mandate and consistent messaging.
- Handle cross-cultural negotiation challenges with sensitivity and strategic adaptation.
Target Audience
- Senior Leaders and Directors involved in strategic partnerships or M&A
- Sales, Procurement, and Supply Chain Professionals
- Project Managers negotiating scope, budget, and resources
- Attorneys and Legal Counsel involved in contract discussions
- Anyone frequently engaging in high-stakes, complex internal or external negotiations
Methodology
- Intensive, video-recorded mock negotiation role-plays with professional debriefing and feedback.
- Group simulations practicing complex, multi-party, multi-issue negotiation (e.g., union contracts, M&A).
- Individual exercises developing a comprehensive Negotiation Plan, **BATNA**, and Reservation Price.
- Workshops on identifying and countering common manipulative negotiation tactics.
- Case studies analyzing real-world high-stakes business negotiation successes and failures.
Personal Impact
- Mastery of principled, interests-based negotiation and value creation techniques.
- Significant improvement in achieving favorable outcomes in high-stakes professional contexts.
- Increased confidence in managing aggressive or complex negotiation dynamics.
- The ability to consistently identify and leverage the crucial **BATNA** for maximum advantage.
- Enhanced professional credibility as an expert and ethical negotiator.
- Development of powerful psychological and persuasive communication skills.
Organizational Impact
- Measurable improvement in contract terms, vendor pricing, and strategic partnership agreements.
- Reduced conflict and better long-term relationships with key suppliers and clients.
- Increased success in internal resource allocation and cross-functional agreements.
- Higher organizational value creation by maximizing the **ZOPA** in complex deals.
- A standardized, repeatable, and high-performance approach to all organizational negotiations.
- Reduced time spent in protracted negotiations through structured preparation and execution.
Course Outline
Unit 1: The Foundation of Interests-Based Negotiation
Section 1: Principled Negotiation- Differentiating between Positions (what you want) and Interests (why you want it)
- Introduction to the Harvard Concept and its focus on creating value before claiming it
- Defining the **ZOPA (Zone of Possible Agreement)** and ensuring a mutually beneficial outcome
- The central role of **BATNA** (Best Alternative to a Negotiated Agreement) in establishing power
Unit 2: The Preparation Phase: Power and Leverage
Section 1: Strategic Analysis- Systematic preparation: research, goal setting (Target, Reservation Price), and agenda control
- Deep analysis of the counterparty's interests, constraints, and potential **BATNA**
- Identifying and generating sources of negotiation leverage and power dynamics
- The importance of anchoring and framing the discussion to set favorable expectations
Unit 3: Discussion and Psychological Tactics
Section 1: Managing the Interaction- Mastering active listening to uncover hidden interests and emotional cues
- Techniques for making creative concessions and ensuring reciprocity from the counterparty
- Strategies for managing tension, handling aggressive tactics, and de-escalating conflict
- Using non-verbal communication and emotional intelligence to build rapport and trust
Unit 4: Complex and Multi-Party Negotiation
Section 1: Value Creation and Claiming- Structuring complex, multi-issue deals (logrolling) to maximize overall value (**Pareto Optimality**)
- Strategies for managing internal negotiation teams and ensuring clear roles (e.g., 'Good Cop/Bad Cop')
- Handling internal negotiations: resource allocation and cross-functional buy-in
- Techniques for managing power imbalances when negotiating with stronger parties
Unit 5: Closing, Commitment, and Review
Section 1: Sustainable Outcomes- Strategies for moving to a clear, documented close and ensuring commitment (preventing 'walk-backs')
- Techniques for analyzing post-negotiation performance and identifying lessons learned
- Ethics and transparency: maintaining integrity and long-term relationship value
- Adapting the negotiation framework for virtual, cross-cultural, and time-constrained settings
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