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Negotiation Skills

Find common ground. Build stronger agreements. Create lasting value.

 

Overview

 

Every leader negotiates, with clients, colleagues, stakeholders, and partners, across conference tables, video calls, and digital channels. This highly practical, workshop-style program builds the confidence, strategy, and interpersonal skills needed to negotiate effectively in a wide range of professional contexts. Participants explore their personal negotiation style, master proven frameworks including BATNA and ZOPA, and develop the ability to separate people from problems, uncover shared interests, and create agreements that work for all parties. With a strong emphasis on principled negotiation and ethical practice, this program prepares leaders to approach even the most challenging conversations with clarity, composure, and a genuine focus on mutual gain.

 

Capability Focus

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Leading Self: Negotiation style awareness, composure under pressure, ethical decision-making

Leading Others: Interests-based negotiation, managing relationships, building agreement

Leading with Impact: Stakeholder influence, strategic positioning, achieving sustainable outcomes

 

Learning Outcomes. Participants will be able to:

 

  • Identify the key types of negotiation and recognize which approach best fits a given situation

  • Understand their personal negotiation style and the impact it has on the process and outcome

  • Apply core negotiation frameworks including BATNA, WATNA, WAP, and ZOPA to prepare and position effectively

  • Distinguish between positions and interests, and use this distinction to unlock creative, mutually beneficial solutions

  • Apply principled negotiation techniques to separate the people from the problem and keep conversations productive

  • Deploy a range of bargaining tactics and make strategic concessions with confidence and intention

  • Navigate power imbalances, personal attacks, and other challenges without compromising integrity or the relationship

  • Reach clear, durable agreements and set terms that all parties feel confident in honoring

  • Negotiate effectively across multiple channels, including in person, by phone, and through digital communication

  • Represent others in a negotiation with clarity, preparation, and a well-defined mandate

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