negotiations as a game of influence and choice

three negotiation styles: the fighter-seller, the compromise player, and the strategist — different approaches with different consequences

the negotiation game: behavior changes under pressure — we simulate it and see what works and what breaks negotiations

the Harvard model: why positional bargaining doesn’t work in sales and how focusing on interests instead of positionscreates space for agreement

alternatives as multiple paths in negotiations with complex circumstances

interests, options, and alternatives

BATNA in negotiations: how to clearly understand your position, prepare a backup scenario, and confidently hold your boundaries

stakeholder mapping in solving complex business problems: analyzing who actually influences decisions and how to move from an interest map to effective negotiations. A comprehensive practical business case.

communication under client pressure

sources of power in negotiations

questioning techniques: how to ask questions that reveal hidden interests

the strategic pause: regaining initiative, reducing pressure, and shifting dynamics

client typology and transforming “NO”: how not to lose control even when the other side “doesn’t play by the rules”

the final stage of negotiations and testing agreements against reality

negotiation simulations: practicing real cases and working through mistakes

tool testing: trying out all tools and shaping an individual negotiation style

case supervision: jointly analyzing participants’ most challenging cases and finding new solutions

personal development plan: summarizing and listing what will be implemented after the program