Art or science?

Advanced Negotiation


When to negotiate

  • Telling apart situations that require negotiation and those that do not
  • Telling apart integrative and distributive negotiation

What to negotiate

  • Obvious and hidden matters for negotiation
  • The three levels of a negotiation: problem, role, people
  • Analysing objectives, interests and motivation

How to negotiate

  • Planning integrative and distributive negotiation actions
  • Pressure and induction tactics
  • Influence strategies: dominance, attraction and persuasion

How should you negotiate?

  • Tools for preparing a negotiation: the process
  • Identifying your own negotiating style
  • Utilising effective communication
  • Managing changes in gameplay: from distributive to integrative, from power to interests, from problems to people
  • The mind goes where the body does not want to. Why isn’t it possible to lie with body language?
  • Martial arts or negotiation? How to turn pressure and attacks into an advantage
  • The 5 Cs in negotiation
  • A knowledgeable negotiator trusts that…


  • Run all the stages of the negotiation process
  • Shape negotiation targets: the “integrative” strategy
  • Getting those party to the negotiation to focus on objective reasoning, so as to protect the good relationship you have with them
  • Make use of verbal, para-verbal and non-verbal communication to reach a win-win solution


  • Use of video clips to put dialogue and negotiation dynamics under the spotlight
  • Alternating between lectures and active learning: questionnaires, role play exercises, action plans, self-assessments to create the most suitable negotiation model
  • Trying out techniques and strategies that can be applied day to day
  • Possible use of the DISC questionnaire to improve awareness of your own aptitudes and negotiation methods