Negotiate without giving in, and without creating conflict
A successful negotiation does not depend on “natural talent.” It depends on a method: prepare (BATNA, objectives, margins), read the other person (emotions, signals, biases), and influence without triggering defensiveness. This training combines the “Getting to Yes” approach (Ury) with the field tools of Chris Voss (“Never Split the Difference”).
When negotiation becomes a power struggle… or a losing compromise
In real life, we negotiate under pressure: deadlines, stakes, ego, and internal politics. Without a clear framework, we often end up giving in too quickly… or hardening the relationship.
Pressure & urgency
We accept a “deal” just to get it over with — and then regret the price, the terms, or the burden.
Power dynamics
The other side imposes its frame: implicit threats, “that’s how it is,” ultimatums, dominant posture.
Grey areas
We negotiate positions (price, budget) without clarifying interests, constraints, and criteria.
Who this training is designed for
For professionals who negotiate resources, priorities, contracts, or decisions in high-stakes contexts.
Sales & procurement
Price, terms, objections, smart concessions, and margin protection.
Managers & leaders
Negotiating priorities, budgets, deadlines, and roles — without damaging cooperation.
Experts & project teams
Aligning stakeholders, making trade-offs, securing resources, and managing disagreement.
Typical contexts: contract renegotiation, cross-functional projects, priority conflicts, deadlines, team integration, “difficult” conversations, latent conflict, and internal politics.
Principles + tactics: negotiate with method, without losing the relationship
Getting to Yes provides the rational framework (interests, options, criteria, BATNA). Never Split the Difference provides the behavioral tools (tactical listening, emotional de-escalation, calibrated questions). The result: a negotiation that is clearer, more stable, and often more favorable.
Prepare (like a pro)
Objective, margins, BATNA, ZOPA, criteria, scenarios — to avoid negotiating “by feel.”
Read & de-escalate
Tactical listening: mirroring, labeling, “accusation audit” — reduce resistance before arguing.
Influence without triggering defensiveness
Calibrated questions (“How / What”), options, and objective criteria — to secure a robust “yes.”
Two pillars: decision structure + the psychology of the exchange
A practical framework to stay clear-headed, even when the other side applies pressure.
Pillar 1 — Principled negotiation (William Ury)
- Separate the people from the problem (de-escalate ego, manage emotions)
- Focus on interests rather than positions
- Create options before deciding (expand the zone of agreement)
- Use objective criteria (standards, references, comparables)
- BATNA: know your best alternative so you do not negotiate from weakness
Objective: turn a “power struggle” into a problem to solve, without naïveté.
Pillar 2 — Tactical Empathy (Chris Voss)
- Mirroring: repeat 1–3 words to get the other person talking and reveal information
- Labeling: name the emotion to lower tension (“It seems…”)
- Accusation Audit: say what the other person thinks negatively… before they say it
- Calibrated questions (How/What): obtain cooperation without forcing
- Useful “No”: make the exchange safer and avoid fragile “yeses”
Objective: create emotional safety in order to unlock rationality.
Expected outcomes
Visible gains, applicable from the very next negotiation: more clarity, more control, and more stable agreements.
You enter with a clear plan: margins, scenarios, criteria — no more last-minute stress.
You de-escalate tension and regain control without aggression, even in front of a hard stance.
Fewer losing compromises, more solid and respected agreements, with the relationship preserved.
Would you like to know more?
Each intervention is tailored to your context (sales, internal negotiations, procurement, management).
Negotiate without giving in, and without creating conflict
A successful negotiation does not depend on “natural talent.” It depends on a method: prepare (BATNA, objectives, margins), read the other person (emotions, signals, biases), and influence without triggering defensiveness. This training combines the “Getting to Yes” approach (Ury) with the field tools of Chris Voss (“Never Split the Difference”).
When negotiation becomes a power struggle… or a losing compromise
In real life, we negotiate under pressure: deadlines, stakes, ego, and internal politics. Without a clear framework, we often end up giving in too quickly… or hardening the relationship.
Pressure & urgency
We accept a “deal” just to get it over with — and then regret the price, the terms, or the burden.
Power dynamics
The other side imposes its frame: implicit threats, “that’s how it is,” ultimatums, dominant posture.
Grey areas
We negotiate positions (price, budget) without clarifying interests, constraints, and criteria.
Who this training is designed for
For professionals who negotiate resources, priorities, contracts, or decisions in high-stakes contexts.
Sales & procurement
Price, terms, objections, smart concessions, and margin protection.
Managers & leaders
Negotiating priorities, budgets, deadlines, and roles — without damaging cooperation.
Experts & project teams
Aligning stakeholders, making trade-offs, securing resources, and managing disagreement.
Typical contexts: contract renegotiation, cross-functional projects, priority conflicts, deadlines, team integration, “difficult” conversations, latent conflict, and internal politics.
Principles + tactics: negotiate with method, without losing the relationship
Getting to Yes provides the rational framework (interests, options, criteria, BATNA). Never Split the Difference provides the behavioral tools (tactical listening, emotional de-escalation, calibrated questions). The result: a negotiation that is clearer, more stable, and often more favorable.
Prepare (like a pro)
Objective, margins, BATNA, ZOPA, criteria, scenarios — to avoid negotiating “by feel.”
Read & de-escalate
Tactical listening: mirroring, labeling, “accusation audit” — reduce resistance before arguing.
Influence without triggering defensiveness
Calibrated questions (“How / What”), options, and objective criteria — to secure a robust “yes.”
Two pillars: decision structure + the psychology of the exchange
A practical framework to stay clear-headed, even when the other side applies pressure.
Pillar 1 — Principled negotiation (William Ury)
- Separate the people from the problem (de-escalate ego, manage emotions)
- Focus on interests rather than positions
- Create options before deciding (expand the zone of agreement)
- Use objective criteria (standards, references, comparables)
- BATNA: know your best alternative so you do not negotiate from weakness
Objective: turn a “power struggle” into a problem to solve, without naïveté.
Pillar 2 — Tactical Empathy (Chris Voss)
- Mirroring: repeat 1–3 words to get the other person talking and reveal information
- Labeling: name the emotion to lower tension (“It seems…”)
- Accusation Audit: say what the other person thinks negatively… before they say it
- Calibrated questions (How/What): obtain cooperation without forcing
- Useful “No”: make the exchange safer and avoid fragile “yeses”
Objective: create emotional safety in order to unlock rationality.
Expected outcomes
Visible gains, applicable from the very next negotiation: more clarity, more control, and more stable agreements.
You enter with a clear plan: margins, scenarios, criteria — no more last-minute stress.
You de-escalate tension and regain control without aggression, even in front of a hard stance.
Fewer losing compromises, more solid and respected agreements, with the relationship preserved.
Would you like to know more?
Each intervention is tailored to your context (sales, internal negotiations, procurement, management).