Strategic negotiation skills and leadership

This intensive four-day program is designed to transform senior leaders into world-class negotiators, capable of navigating complex, high-stakes environments with strategic clarity, emotional intelligence, and decisive leadership. Drawing from cutting-edge frameworks and real-world simulations, the course builds core negotiation competencies while developing the mindset and presence required to lead under pressure.

Definition of negotiation, key negotiation types and global frameworks, personal negotiation style and core competencies (empathy, assertiveness, agility).

Multi-party simulation focused on collaboration and trust-building

Structured negotiation planning using tools like interest/position/needs, ZOPA, BATNA, and scenario mapping. Filmed multi-party simulation.

Informal power networks in negotiations. Negotiation dynamics using depoliticisation strategies. Appropriate tactics under pressure.

Listening skills and the 9 layers of listening framework. Crisis response in a high-pressure negotiation simulation.Deal closure techniques: validate, test, and commit.

Feedback and concrete ideas for individual implementation

Pedagogy: Through immersive case work, video analysis, and peer learning, participants emerge with a tested negotiation playbook, sharpened leadership presence, and the capability to drive results in volatile, uncertain, and politically sensitive contexts. Assessment Modalities: Participants will be assessed on their engagement in the programme, their ability to implement learnings in the daily simulation exercises (some of which will be filmed for video feedback), and on their ability to bring trial negotiations to successful closure.

This programme is designed for senior leaders who are regularly exposed to complex negotiations, often in an international context. It is most appropriate for Managing Board (Comex) directors, Business Unit heads and their reports, Senior Project Managers, as well as for more junior High-Potentials who are being developed for senior functional and operational leadership roles.

Demonstrate 5 years of professional experience as an executive, leader, manager, etc.