The Deal Makers — Negotiation Skills

Negotiate Outcomes That Last, Not Just Deals That Close

Negotiation is not a battle to be won at the other side's expense; the strongest negotiators secure better outcomes precisely because they understand that the best deals leave both sides genuinely satisfied. The Deal Makers teaches professionals to negotiate from principle rather than pressure.

Program Overview

Built around principled negotiation — the Harvard-developed approach focusing on interests rather than positions — and BATNA, the Best Alternative to a Negotiated Agreement, the program gives participants a structured preparation method. Participants practice through live negotiation simulations with structured debriefs.

Why This Program Matters

Negotiation outcomes directly affect margins, contract terms, and ongoing business relationships. In relationship-driven markets, a negotiation that damages trust can cost far more than any single deal is worth.

What Participants Will Learn

  •  Apply principled negotiation to focus on interests, not positions.
  •  Identify and strengthen a clear BATNA before negotiating.
  •  Prepare thoroughly, anticipating the other side’s interests.
  • Manage common tactics and pressure points with composure.
  •  Close agreements that protect the long-term relationship.

Program Modules

  • Module 1 — Preparing to Win: Interests and BATNA
    Separating positions from interests and strengthening alternatives.
  • Module 2 — Principled Negotiation in Practice
    Generating options for mutual gain using objective criteria.
  • Module 3 — Handling Tactics, Pressure, and Deadlock
    Responding to tactics calmly and breaking deadlock creatively.
  • Module 4 — Closing Deals That Protect the Relationship
    Structuring clear agreements that avoid future disputes

Who Should Attend

Professionals, managers, and leaders who regularly negotiate deals, contracts, terms, or internal agreements.

FAQs

  • Q: Can this program be customized?
    A: Yes. HNI builds simulations around the deals your teams negotiate most often.
  • Q: What is BATNA?
    A: Best Alternative to a Negotiated Agreement — your strongest option outside the current negotiation, which anchors your walk-away point.
  • Q: Is the training practical?
    A: Yes. It is built around live negotiation simulations with structured debriefs.
  • Q: What will participants gain?
    A: A structured preparation method and tools for securing better outcomes.

Build Negotiators Who Deliver Better Deals

Partner with HNI to develop negotiators who prepare thoroughly and close agreements that protect both outcome and relationship.

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