Workshop · Teams & Leaders
Negotiation Strategy Toolkit
Guide the conversation instead of pushing for a deal.
Negotiations with clients and partners go better when you understand what the other side actually needs. This toolkit takes a consultative, psychologically informed approach: building rapport, asking targeted questions and articulating value clearly.
It draws on my research on negotiation, including the role of small talk and trust, so participants leave with tools grounded in evidence rather than tricks.
What participants do
- A four-issue negotiation simulation with a points schedule, debriefed on the value left on the table
- Core frameworks: target and reservation price, BATNA, ZOPA, distributive versus integrative negotiation, and anchoring your price
- Navigating the sandwich position between stakeholders, and adapting to different communication styles
- A self-awareness report on your negotiation attitude, resilience and style, plus feedback from your counterpart after the negotiation
What participants take away
- How to identify what your counterpart needs
- How rapport and targeted questions shape the conversation
- How to articulate your value clearly and confidently
Book this workshop
A six-hour workshop, in person or online, or in modules of 90 minutes to three and a half hours. An optional refresher session later. In English or German. Each workshop is tailored to your group.
Every workshop includes Schmingo, my small talk game, to get people talking from the first minute.
Inquire about this workshop