Negotiation and Influencing
Turning Talks Into Wins
Just like the body of an adult person consists mainly of water (ca. 60%), our life consists, to a large degree, of negotiations. We negotiate at work, at home, at a car dealer’s place, at a travel agency, or a realtor’s office – just to name a few – plus many other places, and in various life situations. It therefore seems a very good reason to get the capabilities which will allow us to get benefits from the process, both in professional as well as private environment.
Why This Module Matters
It is easy to believe negotiation is always about “big topics”, carried out on political or economic stages by people with almost magical persuasive powers.
This is not the case.
In reality, we negotiate every day – often without even realizing it. Whether it is about resources, priorities, responsibilities, or personal needs, negotiation is part of our daily lives.
Who Should Attend
This Training Program is designed to help you approach negotiation not as a mysterious art reserved for experts, but as a practical skill anyone can learn and improve.
It is tailored for all roles and levels. Whether you are in Leadership, Sales, Procurement, Project Management, or Operations – this training delivers value across all industries and experience levels.
What You Will Learn
Enhance Your Personal Effectiveness
Learn proven negotiation frameworks and psychological principles of influence that will give you an edge in meetings, sales, purchase, conflict resolution, and everyday communication.
Drive Results for Your Organization
Strong negotiation skills lead to better deals, reduced conflict, and stronger partnerships — directly impacting your organization’s bottom line.
Boost Confidence and Authority
Master techniques to communicate persuasively, remain calm under pressure, and lead conversations with clarity and control.
Enjoy Real-World Practice
Through simulations, case studies, and feedback, you will immediately apply what you learn in realistic scenarios, ensuring lasting impact.
How the Module Works (Sample Agenda)
Delivered as a 2-day intensive program, this training combines robust concepts and models with several interactive exercises to help participants put the freshly acquired knowledge into immediate practice.
Day 1 – Morning Session
- Welcome & Introduction.
- Warm Up: Key concepts of Influencing in the context of the MBTI model.
- First Things First:
- The Theatre Analogy: Screenplay vs. Acting.
- The Infinity Model.
- The Illusion of Choice.
- Where to Start?
Day 1 – Afternoon Session
- Stagecraft Phase:
- Shoot The Final Scene First (…before the OP shoots it for you…).
- Select The Characters (…Warriors? Diplomats?).
- Set The Scene (… speak the language responsibly…).
- Determine the Needs and Wants (…The Battle of Kadesh…).
- Handling The Objections.
Day 2 – Morning Session
- Welcome & Introduction.
- Stagecraft Phase continued:
- Design The Game Plan (…prepare the chessboard…).
- Meet John Travolta.
Day 2 – Afternoon Session
- Live Performance Phase:
- Command The Deal Room (… Eye to Eye with the OP…).
- Anchoring, ZoPA, NBA, BATNA.
- Curtain Call Phase:
- Manage The Outcome (…externally and internally…).
- Award Gala Phase:
- Celebrate The Deal (… The Do’s and Dont’s…).
- Action Plan.
- Summary and Closing.