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.
Learning Objectives
1. Define the main elements and stages of the negotiation process
2. Analyze negotiation outcomes and apply the negotiation canvas to create effective strategies
3. Demonstrate a win-win mindset in negotiation scenarios
4. Evaluate different negotiation styles to choose appropriate approaches
5. Identify difficult negotiation traits and design strategies for effective resolution
6. Apply all negotiation workshop skills in an integrated simulation
Program Modules
The Negotiator’s Toolkit (Process & Strategy): Negotiation Foundation | Negotiation Strategies
The Negotiator’s Mindset (Win-Win): The Win-Win Mindset | Negotiation Styles
Tough Talks (Difficult Negotiations): Difficult negotiations
Frequently Asked Questions
A: Yes. It is built around live negotiation simulations with structured debriefs.
A: Best Alternative to a Negotiated Agreement, your strongest option outside the current negotiation, which anchors your walk-away point.
A: A structured preparation method and tools for securing better outcomes.
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