Mastering Negotiation and Influence

Shifting priorities, diverse stakeholders, and increasingly complex organisational contexts. The Mastering Negotiation and Influence programme helps them move beyond positional bargaining to a more analytical, interest-based approach. It equips participants with frameworks to prepare effectively, communicate with clarity, and build agreements that create mutual value while strengthening long-term relationships.

Understand different modes of decision-making and how heuristics shape judgement. Learn to recognise common pitfalls, assess information more carefully, and use conscious thinking to make clearer, better-informed decisions in negotiation contexts.

Explore how collaboration improves decision quality. Learn to apply critical thinking in groups, listen without discounting your viewpoint, and coordinate effectively to reach better outcomes in multi-stakeholder situations.

Examine the structure of distributive negotiation and the concept of the fixed pie. Learn BATNA and reservation price, apply tactics for claiming value, and manage impasses while knowing when to walk away.

Distinguish between distributive and integrative negotiation. Learn to identify trade-offs, create mutual value, apply Pareto efficiency, and use advanced tools such as MESOs to reach more effective agreements.

This programme is suited for mid–senior executives across functions:

Programme Eligibility: Diploma/Bachelor’s degree (10+2+3/4) or equivalent from a recognised university; Minimum 5 years post-degree work experience.

The programme equips you to: