Session 1 – Your own perspective

• The negotiator’s mindset: perception and sources of power in negotiations
• Goal-oriented information gathering
• Defining negotiation goals: anchor, targets, and walk-away points (BATNA)
• Anchoring: principles, risks, and strategic use

Session 2 – The perspective of your negotiation partner

• Positions vs. underlying interests (Harvard Concept)
• Creating negotiating options and value beyond price
• Identifying decision-makers and internal dynamics on the other side
• Aligning incentives to influence counterpart behaviour

Session 3 – The game plan

• Storylining: crafting a compelling and coherent negotiation narrative
• Framing issues to shape perceptions and outcomes
• Building a negotiation roadmap to negotiate with foresight
• Aligning with stakeholders & managing multiple parties

Session 4 – The negotiation

• Verbal and written communication in negotiations, incl. relevant cognitive biases
• Negotiation team roles and set-up
• Managing time, deadlines, and concessions
• Closing and securing durable agreements
• General Q&A