Negotiation is not about persuading at any cost. It is about understanding interests, alternatives and constraints, protecting value and creating the conditions for a sustainable agreement.
Where value is lost
Poor preparation
Entering the conversation without clear goals, alternatives, room for manoeuvre or a plan for what you need to find out.
Listening without understanding
Responding too quickly and focusing on stated positions rather than the interests behind them.
Pressure
Urgency, objections and tension can lead to concessions or rigid positions that weaken the agreement.
Practise before it matters
Our programmes combine clear frameworks, business cases, simulations and feedback. Participants practise difficult conversations in a safe setting and develop an approach they can use again.
- Prepare. Goals, interests, alternatives, negotiating power and strategy.
- Explore. Questions, listening, signals and the ability to understand what is left unsaid.
- Build. Proposals, trade-offs, handling objections and reaching clear agreements.
For sales professionals, buyers and managers
We tailor the language, cases and simulations to complex sales, procurement, partnerships, internal working relationships and management negotiations.