ADVANCE NEGOTIATION
- INTRO
This program focuses first on strong preparation and second on guiding conversations during discussions so that the other party voluntarily expresses and supports our desired outcome. By combining thorough preparation with alignment rather than resistance, it fosters cooperation, strengthens relationships, and leads to more sustainable results.
- WHO IS IT FOR?
This program is designed for senior purchasers involved in complex, high-stakes negotiations. It develops advanced negotiation skills, strategic thinking, and influence techniques to optimize outcomes in both bilateral and multilateral environments.
Participants gain a structured, practical approach and immediately applicable tools to manage complex negotiations more effectively, increase their impact, and achieve superior results.
- METHODOLOGY
There are two dominant approaches to negotiation. One, developed at Harvard University, promotes a rational and principled method aimed at achieving win–win outcomes. The other, often associated with former law enforcement negotiators, focuses on emotional influence and the use of strategic pressure to gain an advantage.
My perspective—shaped by nearly 20 years of experience in high-demand purchasing negotiations—is that the most effective approach combines both. This hybrid model is always grounded in strong preparation and the creation of competition, which are critical success factors in any negotiation.
In multilateral negotiations, success is often determined before the negotiation even begins. This program emphasizes the importance of creating competitive tension in advance and structuring the negotiation environment to build leverage. Participants learn how to define and apply the right tactics to increase pressure at key moments, ultimately strengthening their position and driving superior outcomes.
Bilateral negotiations, which represent most day-to-day purchasing interactions, require a different focus. Here, the program concentrates on defining the right negotiation frame and effectively influencing the counterpart. Participants develop the ability to shape perceptions, guide discussions, and steer negotiations toward optimized results while maintaining constructive and professional relationships.
This approach is not theoretical; it is grounded in extensive real-world application and proven results. Participants develop and strengthen advanced negotiation skills through the sharing of practical knowledge and experience.
The methodology is clear, structured, and step-by-step, with a strong focus on everyday purchasing scenarios—approached with realism, pragmatism, thorough analysis, and open communication.
- STRUCTURE OF THE TRAINING
This training program is structured across three sessions, covering the full negotiation journey from preparation to execution and closing.
In the first session, the focus is on preparation—the most critical factor for successful negotiations. Participants learn how to create competition in advance, define clear targets, and identify the profile of their counterpart.
This session also introduces the principled negotiation approach in detail, which serves as the core framework for all negotiations. However, this approach is only effective when the counterpart is mentally ready to engage in it. For this reason, the next two sessions focus on how to prepare the counterpart for principled negotiation.
In the second session, participants learn how to work with emotions at the negotiation table—not by eliminating them, but by using them to better understand underlying interests, build trust, and establish strong rapport. A range of practical negotiation tactics is introduced to support this process.
Once trust is established, the third session focuses on leveraging this foundation to influence the counterpart’s perspective. The objective is not manipulation, but to convincingly align the counterpart with your reality and objectives. Participants will explore different sets of negotiation tactics to effectively guide discussions and optimize outcomes.
By completing the three sessions, participants gain the knowledge, structure, and practical tools required to become strong and confident negotiators.
The full program consists of three sessions of 8 learning hours each, delivered over three days, for a total of 24 learning hours.
3 SESSIONS // 24 HOURS // 3 DAYS
Session 1.A // Preparation before negotiation
«90% of success is preparation»
- Introduction.
- Negotiator’s profiles.
- Preparation for negotiation.
In the first part of the first session, the focus is on preparation—the most critical factor for successful negotiations. Participants learn how to build competitive tension in advance, define clear objectives, and analyze the profile of their counterpart.
Transparency and market analysis are key tools used to develop an effective negotiation strategy. These elements help create the necessary level of competition before entering the negotiation. The concept of BATNA (Best Alternative to a Negotiated Agreement) is introduced, along with its practical applications in setting realistic and strategic targets.
To reinforce the learning experience, participants will engage in multiple negotiation business cases, allowing them to apply concepts in realistic and practical scenarios.
Duration: 4 hours
Session 1.B // Principled negotiation
«Win-win approach»
- Principled negotiation.
- Some dirty tricks.
This part of the first session is grounded in the principles of principled negotiation, an approach developed at Harvard University, focused on achieving sustainable win-win outcomes.
In every negotiation, two dimensions are at play: the substance and the relationship. Distributive negotiation typically leads to win-lose outcomes—what one party gains, the other loses. Depending on the importance of maintaining the relationship, negotiators may choose to make greater concessions.
Participants will focus on collaborative, rather than distributive, negotiation—embracing a win-win approach. They will learn how to guide discussions by separating the problem from the person, addressing issues objectively while managing emotions effectively. The goal is to optimize outcomes without unnecessary compromise, while preserving and even strengthening the relationship.
Through a simple and pragmatic four-step approach, the course teaches how to conduct negotiations in a rational and structured way—positioning the counterpart not as an adversary, but as a partner in solving a shared problem.
The session also addresses common “dirty” negotiation tactics. While their use is not recommended, it is essential to recognize them and understand how to respond effectively.
Participants will learn how to identify these tactics in real time and apply practical strategies to defend their position while maintaining professionalism and control of the negotiation.
In addition to the theoretical framework, the session includes practical business cases designed to reinforce learning and enable immediate application of the concepts.
Duration: 4 hours
Session 2 // Use the emotions for better outcome
«Work their emotions to build trust»
- Preparation to win.
- Start the negotiation.
- Build rapport & trust.
Building trust and rapport is the first step to influencing the rational decisions of a counterpart. This session focuses on establishing that trust as the foundation for effective negotiation.
Principled negotiation—the win-win approach—works best when emotions are addressed first. While logical problem-solving is central to this method, instinctive emotional reactions are often faster and more powerful than rational thought. Even when we believe we are acting logically, our decisions are shaped by emotions, feelings, and personal experiences.
The more effectively we can guide the emotional system to support rational decision-making, the greater our ability to optimize negotiation outcomes.
The first topic in this session is the mental preparation—learning to approach negotiations as solutions to conflicts rather than sources of fear.
How a negotiation begins can significantly influence both the atmosphere and the final outcome. Participants will explore tactics to set up negotiations properly, creating the conditions for success from the outset.
Once negotiations are underway, participants will learn practical methods to build trust and rapport. Key strategies include gathering as much information as possible and making the counterpart feel understood—often by letting them speak freely and extensively.
To reinforce learning, the session incorporates comprehensive business cases, allowing participants to apply concepts in realistic scenarios and practice developing effective negotiation tactics.
Duration: 8 hours
Session 3 // Reality does not exist, you create it
«Modify their perception to influence their rational decision»
- Influence their reality.
- Closure of the negotiation.
Conflicts arise from perceptions of reality, not reality itself, and these perceptions drive subsequent rational actions.
The focus of this third session is on influencing the counterpart’s perspective—shaping their perception in a way that guides rational decisions toward outcomes favorable to us.
Participants will explore a range of negotiation tactics designed to influence perception ethically, without cheating or manipulation. The goal is to ensure our proposals are heard, understood, and considered seriously by the counterpart.
The session also covers one of the most critical phases of negotiation: closing the deal. Participants will learn how to finalize agreements effectively while avoiding unnecessary concessions, ensuring a strong outcome for both parties.
As with previous sessions, dynamic business cases are integrated throughout, allowing participants to practice the presented tactics in realistic scenarios and develop practical, effective negotiation skills.
Duration: 8 hours