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.

Participants learn to:              

• Apply practical and effective negotiation tactics to gain advantage in both cooperative and competitive situations
• Recognize and consciously manage personal stress responses (fight, flight, freeze, fawn) to stay in control during high-stakes conversations
• Use a structured 4-step conversation model to manage difficult discussions and move toward resolution
• Choose the most effective intervention method – negotiation, mediation, or arbitration – based on the situation and escalation level
• Conduct interest-based negotiations using the Harvard Method, including building and using a strong BATNA
• Detect manipulation techniques and protect personal boundaries with assertive, confident communication
• Enhance communication skills: listen actively, express needs clearly, and respond with clarity and emotional balance
• Build resilience and maintain a strategic mindset under stress, pressure, or power imbalance

Participants gain knowledge on:

• how the brain reacts under negotiation stress – understanding the amygdala and survival responses (fight, flight, freeze, fawn)
• conflict escalation stages (Glasl’s Model) – how to spot early warning signs and respond before a situation deteriorates
• typical sources of workplace conflict – such as misaligned goals, poor communication, unclear roles, or lack of resources
• the structure and logic behind the 4-step conflict resolution model – combining facts, needs, empathy, and collaboration
• clear distinctions between negotiation, mediation, and arbitration – and when each is strategically appropriate
• core principles of interest-based negotiation (Harvard Method) – separating people from problems, focusing on interests, using objective criteria, and developing alternatives
• verbal and non-verbal manipulation tactics – such as pressure, emotional play, deflection, and hidden authority – and how to recognize and neutralize them

After completing the training, the participant is qualified to:
–  Conduct structured and interest-based negotiations using the Harvard Method
– Recognize and regulate stress and emotional reactions in high-pressure negotiations, staying focused and composed
– Identify the stage of conflict escalation and respond with appropriate strategies at each level
– Select and apply the most effective intervention method – negotiation, mediation, or arbitration – based on the situation
– Detect and respond to manipulation with calm, assertive, and tactically sound communication
– Communicate clearly and constructively, even in emotionally charged or high-stakes conversations
– Prepare effectively for negotiations with dominant partners or in situations of limited bargaining power
– Build strong, resilient business relationships based on trust, credibility, and long-term value

• 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.