NEGOTIATION SKILLS IMPROVEMENT PROGRAM

In today’s fast-paced world—defined by constant change, persistent fatigue, and never-ending to-do lists—people need to adapt to their circumstances and develop key competencies. Not only to grow professionally but also to enhance their personal quality of life.

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Human behavior is evolving rapidly. People are becoming smarter, quicker, more selective. That’s why a skilled negotiator must adapt to this changing environment: sensing and understanding each counterpart, recognizing and highlighting individual uniqueness.

A good negotiator must be able to:

• Build rapport;

• Ask precise questions;

• Listen actively;

• Present a clear and well-argued offer;

• Handle objections;

• Successfully close negotiations.

This program is designed to develop negotiation skills by focusing on the impact of personal attitudes, structured preparation, and time-tested methods to strengthen one’s position in any negotiation.

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TRAINING STRUCTURE

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• Pre-training online survey (1 week before)

• 8-hour training session

• Follow-up session (90 min) – 2 weeks after the main training

 

DETAILED PROGRAM

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Part 1:

 

"The Impact of Personal Attitudes on Negotiation Outcomes. Managing the Negotiation Process & Strengthening Your Position"

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Success in negotiations isn’t only about having the right process or making smooth decisions. A key factor is the negotiator’s mindset—their attitude toward building a connection with the other party and fulfilling tasks that lead to success.

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Negative attitudes can cause anxiety and fear, which hinder confidence and clarity. A strong mindset, however, leads to proactiveness and confidence, even in complex situations.

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Negotiation is a form of communication where parties with different goals and positions aim to find a mutually satisfying solution. But how do you stand your ground, shift the other party’s position, and close successfully?

 

Topics of Part 1:

• What is negotiation and why is it important?

• How personal attitudes affect negotiation results;

• Psychological barriers that limit confidence and decisiveness;

• Friendly vs. unfriendly negotiation styles;

• Elements of effective negotiation preparation: goals, information, concessions, strategy/tactics, tasks;

• Most popular negotiation tactics—how to use and neutralize them;

• "Right" and "wrong" questions in negotiation dialogue;

• The importance of active listening;

• Group practical task I: negotiation case, preparation, role-play (video recorded), video review and discussion.

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Outcomes of Part 1:

• Participants will gain more clarity and self-confidence in situations where they tend to underperform. They’ll better understand their emotional state and behavioral motivations, allowing them to make intentional, strategic changes. They'll also learn how to handle complex, emotionally charged negotiations by shifting perspectives and better reading others.
   

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Part 2:

"The Psychological Side of Negotiation. How to Read the Other Party and Build Trust-Based Relationships?"

• Building trust in negotiations using Dan Adams’ “Trust Triangle” (closedness – openness – collaboration): how to “read” the other side, build emotional rapport, and speak the same language.

• Metaprograms & Metaprofile (MPP) Method:
  Metaprograms are psychological filters—ways in which people process external information and make decisions. The MPP method helps identify a person’s cognitive tendencies and predict behavior in different situations. Knowing your own and others’ metaprograms allows for better strategy and predictive advantage in negotiations.

• Robert Dilts’ “Language Patterns (Sleight of Mouth)”:
  These techniques shift your negotiation partner’s focus from one belief aspect to another—often transforming their understanding of a situation. Used professionally, these linguistic tools can reshape long-held beliefs, allowing you to:

  • Strengthen or weaken beliefs;

  • Eliminate certain beliefs;

  • Create new beliefs;

  • Take control of the negotiation flow.

• Group practical task II: negotiation case, preparation, role-play (video recorded), video review and discussion.

• Summary and reflection.

 

Outcomes of Part 2:​​

Participants will expand and strengthen their negotiation skill set. They’ll gain experience in handling difficult negotiation scenarios, identify dominant beliefs of the other party, learn how to dismantle those beliefs, and reinforce their own position in the process.