Programme Content
Negotiation Mastery: Contract negotiations in long-term, financially complex business relationships
Transactional vs. relational negotiation – what to reveal; what to conceal
First-offer strategy – when to launch and when to present
Multi-party, high-visibility negotiations
How to manage negotiations in the public arena
Negotiations with groups and collectives
Keeping people at the bargaining table when no-agreement costs are high
Lawyer up and lawyer down: working with attorneys and third parties
How to work productively with attorneys
The role of businesspeople when negotiations become “legal”
When to “lawyer up” and how to “lawyer down”
Crisis negotiations
Responding to threats, demands, time pressure, kidnapping, hostage negotiations, ransomware negotiations
Best things to say (and not to say)
Big deals
Mergers and acquisitions, hidden parties and the effect of public information on private negotiations
Taking a 30,000-foot view of complex negotiations
Identifying the key parties at the table
How to examine parties’ interest and check for alignment
Creating safety nets
Internal negotiations
When the stakes are high and the relational fall-out sizeable
Dealing with old conflicts and hitting the reset button
Thinking through economic and relational costs
Managing your team
