Negotiation Training Programs

After sitting as sole arbitrator in over 10 cases, here are a few things I wish more people avoided: 1) Treating the first case management conference like a mere formality. - Please come prepared, how you start often shapes how the tribunal sees your case. 2) At times, parties file a flood of documents (most irrelevant) just in case. - Less is more. 3) Assuming that arbitrator will figure it out. - Arbitrators are human not mind readers and they cannot connect dots you don’t give. 4) Drafting long and repetitive submissions. - Number of pages do not make it persuasive. It is only clarity that beats complexity. 5) Cross-examining just because you can and nothing of value coming out. - Sometimes, the best question is the one you don’t ask. 6) I have seen counsel mistaking aggression for advocacy. -Civility matters. A lot more than people think. 7) Playing every trick in the book. -Arbitrators see it. It rarely helps! The best counsel I have seen don’t just argue well, they prepare diligently, speak with clarity, and treat the process (and the people in it) with respect. And yes, Arbitrators notice the small things that show how well a case is prepared. #arbitration #advocacy #disputeresolution #arbitratorinsights #lawyers

Negotiation isn’t about price – it’s about psychology. Here are 20 ways to win the mind game.👇 Negotiation isn't just for sales teams and boardrooms. It's a core leadership skill. Let’s break down 20 of the most effective strategies: 1 - Rapport before requests ↳ People say yes more easily when they like and trust you. 2 - Focus on conditions, not just price ↳ Often, success hinges on timelines, guarantees, or scope. 3 - When talks stall, change approach ↳ Don’t push harder. Instead, switch frameworks, ask a new question, or change who’s at the table. 4 - Anchor first, then move in small steps ↳ Setting the first number shapes the entire range, and each small move signals your limits. 5 - Slow the pace. Rushed talks = bad deals ↳ Time pressure leads to mistakes; calm, deliberate negotiation leads to clarity and strength. 6 - When someone asks for a discount, ask “why?” ↳ Sometimes asking for a discount is just a reflex. If your price is fair, stick to your guns. 7 - Listen first: Make the first minutes about them ↳ Understanding their needs gives you leverage and makes them feel heard. 8 - Act like the customer - even when you’re selling ↳ This flips the power balance between buyer and seller. 9 - BATNA (Best alternative to negotiated agreement) ↳ Knowing your best alternative gives you confidence and keeps you from accepting a bad deal. 10 - At the start, agree on a common goal and timeline ↳ Alignment on outcomes avoids confusion and sets a collaborative tone. 11 - Use silence as a tool. Say your point, then let it land ↳ Once you made your offer, stop talking and let the other side respond. 12 - Mirror their last few words. “Pressure around timing?” ↳ Mirroring builds instant rapport and often reveals useful information. 13 - Set the agenda. It’s a quiet way to shape the outcome ↳ Framing the discussion gives you early control and clarifies expectations. 14 - Bring multiple offers to the table. Optionality = leverage ↳ Create three variations of your core offer to segment customers. 15 - Frame your offer as an investment with return, not a cost ↳ ROI beats expense every time. 16 - Write down the agreement. If it’s not on paper, it’s not real ↳ Documentation creates accountability. 17 - Use strategic reciprocity. Give to get. But give deliberately ↳ Give something they value, but do it with intention—never randomly. 18 - Clarify language. “What do you mean by premium service?” ↳ Vague terms lead to mismatched expectations - ask for precise definitions. 19 - Ask at the beginning: “What’s the biggest obstacle you see?” ↳ Uncover objections early, before they derail the process later. 20 - Find out what’s important to them. It may not be the price ↳ Sometimes it’s speed, status, security, or support—ask, don’t assume. 🧭 What's your favorite negotiation tactic? ♻️ Repost to help someone and follow me Oliver Aust for daily strategies to communicate like the top 1% of CEOs.

Negotiation isn’t only a boardroom skill. It’s a daily survival skill. You are negotiating more than you realise. With your boss about deadlines. With your team about priorities. With your kids to do their chores. With your spouse on everything.... But if you don’t know how to do it well, You’ll keep saying “yes” when you mean “no.” You’ll leave conversations feeling frustrated, unheard, or walked over. Here are 6 tactics from the book"𝘕𝘦𝘷𝘦𝘳 𝘚𝘱𝘭𝘪𝘵 𝘵𝘩𝘦 𝘋𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘤𝘦" that you can use in everyday life: (I read it again recently and I’m kicking myself for not using these tactics sooner.) 1️⃣ Mirroring Repeat the last 1–3 words they say. Sounds weird, but it works.People will open up, give more info, and feel heard. -> Example: Them: “This timeline is too tight.” You: “Too tight?” Them: “Yes, my plate is full at the moment.” You: “Full at the moment?” 2️⃣ Label Emotions Call out what they are feeling. It builds trust and makes them feel seen. Try this: “It seems like you are frustrated.” “It sounds like you are unsure about the timeline.” 3️⃣ Tactical Empathy Show you understand their point, even if you disagree. This lowers resistance and opens the door to real solutions. Say: “I get why that would feel unfair.” “I understand why that’s frustrating.” 4️⃣ Make them say “No” People feel safe saying “No.” Use that to your advantage. Instead of: “Are you going to do this project?” Say: “Have you given up on this project?” 5️⃣ Aim for “That’s Right” Summarise their perspective so clearly they say, “That’s right.” That’s when you know they trust you. Example: “So you’ve been trying to fix this alone, and no one’s been supporting you.” 6️⃣ Call Out the Negatives Say all the bad things they might be thinking about you, before they do. It diffuses tension and wins respect. Example: “You probably think I’m being difficult.” “You might think I’m not respecting your time.” Which of these tactics are you trying this week? 📌 Save this for future reference. 🔁 Repost to help someone in your network negotiate better. 👤 Follow me, Ani Filipova, for more actionable advice that actually works. ---- PS: I don’t know Chris Voss and I’m not being paid to post this. Just sharing what genuinely helped me and wish I’d used sooner.

In business and life, the best outcomes go to the best negotiators. Most people think negotiation is about winning. It's actually about understanding. What separates good deals from great ones? It's not aggression. It's not manipulation. It's not who talks loudest. It comes down to mastering the human side of the exchange. Here's the path that works: 1. Prepare Like You Mean It Research goes beyond Google. Understand their pressures, their goals, their challenges. Knowledge becomes helpful when used with care. 2. Open With Real Connection Forget the power plays. Start with curiosity and respect. The tone you set in the first 5 minutes shapes everything that follows. 3. Explore What's Underneath People fight for positions. But they negotiate for reasons. "I need a better price" might really mean "My boss needs to see I'm adding value." Find the why behind the what. 4. Trade Value, Create Value The best deals aren't zero-sum. Look for ways both sides can win. Sometimes what costs you little means everything to them. 5. Close With Total Clarity Handshakes aren't contracts. Document what you agreed to. Confirm next steps before you leave. Ambiguity kills more deals than disagreement. The biggest mistake I see leaders make? They negotiate like it's combat. But the best outcomes come from collaboration. When you're across the table, remember: 👂 Listen more than you speak ❓ Ask "Help me understand..." when stuck ⏸️ Take breaks when emotions rise 👟 Know your walk-away point before you sit down Your style matters too. Sometimes you need to compete. Sometimes you need to accommodate. The magic is knowing when to shift. Success isn’t given. It’s negotiated. But how you negotiate determines whether you build bridges or burn them. Choose wisely. 📌 Save this for your next negotiation. ♻️ Repost if this helps you (or someone on your team) negotiate. 👉 Follow Desiree Gruber for more tools on storytelling, leadership, and brand building.

Mapping Leadership Cultures Into Negotiation Styles Most people see this Harvard Business Review model as a guide to leadership. But what if we translate it into negotiation understanding? That’s where things get truly interesting. This framework helps us predict how different cultures approach negotiations: whether they move fast or slow, whether decisions are made collectively or by the top person, and whether everyone gets a voice or hierarchy rules the table. Egalitarian vs. Hierarchical Egalitarian cultures (Denmark, Netherlands, Sweden, Norway) In negotiations, everyone speaks up. Titles matter less, and transparency is expected. If you skip over a junior team member, you might lose credibility. Hierarchical cultures (China, India, Saudi Arabia, Japan) Negotiations defer to authority. The key is finding the actual decision-maker. Respecting hierarchy is not optional—it’s how you earn trust. Negotiation takeaway: Egalitarian: share data openly, involve all voices, build collaboration. Hierarchical: show deference, be patient, and identify the true authority early. Top-Down vs. Consensual Top-Down (United States, UK, China, Brazil) Fast, decisive negotiations. Leaders expect concise proposals and quick decisions. “Get to the point” is the unspoken rule. Consensual (Germany, Belgium, Japan, Scandinavia) Negotiations are longer, structured, and process-heavy. Group alignment is essential before any commitment. Negotiation takeaway: Top-Down: summarize clearly, highlight outcomes, respect authority. Consensual: provide detail, allow time, and accept multiple review cycles. Quadrant-by-Quadrant Negotiation Styles Egalitarian + Consensual (Nordics, Netherlands): Flat, inclusive, data-driven talks. Slow, but highly durable outcomes. Egalitarian + Top-Down (US, UK, Australia): Pragmatic, fast-moving, with empowered decision-makers. Hierarchical + Top-Down (China, India, Russia, Middle East): Power-centric negotiations. Once leaders agree, things move quickly. Hierarchical + Consensual (Japan, Germany, Belgium): Structured and rule-bound. Decisions are slow but thorough and binding. Practical Advice for Negotiators Map the culture first. Use the model to locate your counterpart before talks begin. Adjust your pace. Push for speed in top-down cultures, slow down in consensual ones. Respect authority. Don’t bypass hierarchy in one culture or ignore inclusivity in another. Real-World Example When negotiating in Germany (consensual + hierarchical), you need: Detailed NegoEconomic calculations. Technical experts at the table. Patience for several review rounds. In contrast, in the United States (egalitarian + top-down): Present financial wins upfront. Keep it concise and bottom-line focused. Expect a quick decision from empowered managers. Final thought: Culture isn’t just a backdrop to negotiation. It shapes how deals are made, how trust is built, and how value is captured. The smartest negotiators map culture first—and strategy second.

7 Negotiation Tactics used in 44 countries that work anywhere.   After 25+ years training legal and procurement negotiators across 44 countries...   These 7 tactics work no matter where you are.   Use them, and you'll gain the upper hand in any room.   1 – Say less, win more   In Japan, silence is a weapon.   I’ve seen top negotiators ask one smart question.   Then say nothing.   5 seconds of silence feels like pressure. And people will fill that silence with useful information.   Try it in your next deal. Say less. Let them speak.   2 – Never offer a round number   Round numbers feel random. Specific numbers feel researched.   Say “$24,300,” not “around $25K.” It instantly shifts the power dynamic.   Makes the other side think: “They’ve done the math.”   3 – Don’t start with the deal   In Brazil, they don’t talk numbers until they trust you.   I’ve learned the hard way: Leading with the pitch kills the deal.   Start with curiosity. Ask about their work, their priorities.   Connection before negotiation. It’s not small talk. Its strategic setup.   4 – Don’t push. Nudge.   In the UK, bluntness shuts doors.   Instead of saying, “This isn’t fair,”   Try,   “Would you be open to revisiting this clause?”   Same message. Different tone. And it keeps people at the table.   5 – Offer something before asking for anything   In the Middle East, this is expected. But it works everywhere.   Give something small upfront. Faster turnaround, a minor clause tweak.   It signals goodwill and invites reciprocity. Suddenly, they want to meet you halfway.   6 – Always ask this early   “Who else needs to be part of this decision?”   In China, decisions are rarely made by the person you're speaking to.   But this isn’t just a cultural thing.   I’ve seen deals stall in New York and Dubai because we asked too late.   Ask early. Align fast. Win faster.   7 – Don't match their pace   Speed is their tool. Delay can be yours.   When you respond too quickly, you give away leverage.   But when you pause, You control the rhythm.   Even just waiting overnight makes them wonder:   “What are they thinking?”   And that uncertainty? It works in your favor.   Which tactic surprised you most?   Tag a colleague who always jumps in too fast.   They need to see #7. ------------ Hi, I’m Scott Harrison and I help executive and leaders master negotiation & communication in high-pressure, high-stakes situations. - ICF Coach and EQ-i Practitioner - 24 yrs | 44 countries | 150+ clients  - Negotiation | Conflict resolution | Closing deals 📩 DM me or book a discovery call (link in the Featured section)

➝ Why everything you learned about negotiation is actually working against you?  A recent interview with negotiation expert Chris Voss revealed that mastering difficult conversations requires tactical empathy rather than force or manipulation. Yet, many professionals still rely on vague threats or artificial urgency instead of proven negotiation methods. Let's fix that. Use these 5 evidence-based techniques to succeed in hard conversations: 1. Tactical Empathy • Demonstrate understanding without necessarily agreeing. • Focus on deactivating negatives rather than reinforcing positives. • Use a calm, low tone (the "late night FM DJ voice") to defuse tension. • Example: "I understand why you need a higher margin on this deal. Let me explain our constraints." 2. Mirroring • Repeat the last 1-3 words someone said to encourage elaboration. • More effective than asking "What do you mean?" • Helps people recover their train of thought when interrupted. • Example: They say, "This timeline won't work." You respond, "Won't work?" 3. Proactive Listening • Identify and label emotions before they escalate. • Neutralize negative emotions with phrases like "It sounds like this is bothering you." • Anticipate predictable reactions and address them directly. • Example: "This pricing might seem aggressive at first glance. Let me walk you through our reasoning." 4. Hypothesis Testing • Articulate what you think the other person wants. • This encourages correction and provides more information. • Accelerates conversations by revealing true interests. • Example: "It seems like delivery timeline matters more to you than price. Am I understanding correctly?" 5. Red Flag Recognition • Be cautious of artificial urgency or early "win-win" proposals. • Note that vague threats suggest bluffing. • Trust intuitive feelings about dishonesty – they're often accurate. • Example: When they say "We need an answer by end of day," respond with "What specifically happens tomorrow that creates this deadline?" Great negotiations don't happen by chance. They happen by design. Which of these techniques do you already use? What's one negotiation mistake you've learned from? Let's discuss. "The secret to successful negotiations isn't getting what you want. It's diagnosing quickly if there's a deal to be made at all." – Chris Voss ♻️ Repost to empower your network and follow me Amer Nizamuddin for more insights.

Most VCs think negotiation is about tactics. About the perfect one-liner. About playing hardball. → Wrong. Negotiation is “strategy, not spontaneity.” It’s about: - Knowing the value of what you bring to the table - Reading the room before anyone says a word - Winning trust while securing terms that matter Here’s the framework to change that: 1️⃣ Know Your BATNA (Best Alternative to a Negotiated Agreement): → Before stepping into the room, map out: - The worst deal you can accept. - Your fallback options. Why? Because the side with the best alternative always has more leverage. 2️⃣ Research Like Your Deal Depends On It (It Does): → Dive deep into: - What the other party values most (not always money). - Their constraints, needs, and goals. - Use this to frame your pitch as their solution – not a favor. 3️⃣ Start With Questions, Not Offers: → Ask, don’t assume: - What are their non-negotiables? - What challenges are they trying to solve? -Great negotiators listen more than they talk. Why? - The more you understand, the more power you have. 4️⃣ Anchor High – But Stay Flexible: → Set the tone with a strong opening offer. -But always leave room for collaboration. - A rigid stance kills deals faster than a bad offer. 5️⃣ Use Silence as a Tool: → Say your piece – then pause. - Silence creates tension and forces the other side to fill the gap. - Often, that’s where the real value lies. 6️⃣ Focus on the “Win-Win” (But Don’t Lose Sight of the Math): → It’s not just about closing the deal. → It’s about securing terms that work ‘today and 5 years from now.’ Negotiation isn’t luck. It’s a system. Thoughts? #startups #negotiation #deals #capital

Key elements of effective negotiations: 1. RELATIONSHIP: AM I PREPARED TO DEAL WITH THE RELATIONSHIP? a) A good negotiating relationship is needed to address differences and conflicts. b) Separate people issues from substantive issues. c) Plan and prepare to build and maintain a good working relationship. d) Be respectful, trustworthy and unconditional constructive. 2. COMMUNICATION: AM I READY TO LISTEN AND TALK EFFECTIVELY? CREATING A LEARNING CONVERSATION 3. INTERESTS: WHAT DO PEOPLE REALLY WANT? a) Collectively identify and articulate the interests, concerns, and needs of all relevant parties (mine, yours, theirs). Remember: most parties do not know all their interests or necessarily agree on their interests. b) Identify and prioritize community interests together. Get on the same page. c) Probe for your and their unarticulated or underlying interests. d) Share and clarify the respective interests of the parties. Move beyond speculation about to acknowledgement of their interests. e) Identify and share common interests as a basis to develop options. f) Interests from the agenda. 4. OPTIONS: WHAT ARE THE POSSIBLE AGREEMENTS OR BITS OF AN AGREEMENT? 5. ALTERNATIVES: WHAT WILL I DO IF WE DO NOT AGREE? 6. LEGITIMACY: WHAT CRITERIA WILL I USE TO PERSUADE EACH OF US THAT WE ARE NOT BEING RIPPED OFF? a) Fairness is a governing consideration. b) Use external criteria and objective standards as a basis to legitimize your preferred options and as a shield against unreasonable proposals from the other side. c) Use demonstrable “fairness” of the process and outcome to persuade them of the merits of a proposal. d) Offer their negotiator an attractive way to explain his decision to his principals (see number 8). 7. COMMITMENT: WHAT COMMITMENTS SHOULD I SEEK OR MAKE? a) Get commitments at the end not the beginning. b) Identify all of the implementation issues to be included in the agreement. No post argument surprises? c) Plan the timeframe and steps to implement the agreement. 8. CONCLUSION: WHAT IS A GOOD OUTCOME? a) Meets interests. b) Demonstrably fair. c) Better than BATNA. d) Doable. "Be hard to the problem, but keep nice to the person". Source:  Jerome Slavik , Harvard Medical School.

You’re making this negotiation mistake - and it’s costing you deals. Most salespeople walk into negotiations focused on what they want. The best ones focus on how the buyer thinks. Applying a bit of game theory to your Sales process changes everything. At its core, negotiation isn’t just about getting to “yes”, it’s about understanding the payoff matrix. Every buyer is evaluating options based on their own perceived risks, rewards, and alternatives.  If you’re only thinking about your side of the deal, you’re missing half the game. So how do you negotiate smarter? Here are three game theory principles to keep in mind: 🎯 1. Map the Payoff Matrix Before you even start negotiating, ask yourself: 🤔What does a "win" look like for the buyer? 🤔What does a "lose" look like? 🤔What trade-offs are they weighing? If you understand their incentives (and fears), you can structure the deal in a way that feels like a win on both sides. ♟️ 2. Anticipate Their Next Move Buyers don’t make decisions in a vacuum. They’re thinking about competitors, internal approvals, and long-term risks. Game theory teaches us that every move triggers a counter-move. 🤔If they push for a discount, is it because of budget pressure or because they see other options? 🤔If they hesitate, is it a real objection or a negotiation tactic? Great negotiators don’t just react, they preempt. 🔄 3. Create a No-Lose Option In game theory, people avoid choices that feel risky. If you can de-risk the decision for the buyer, you make it easier for them to say yes. 🤔Can you offer flexible terms? 🤔Can you reduce perceived risk with a pilot or guarantee? 🤔Can you frame the deal in a way that aligns with their internal priorities? The best negotiators think two steps ahead. They don’t push for a win, they create a scenario where saying yes feels like the obvious choice. Are you playing the negotiation game strategically?  Or are you just hoping for the best? #sales #negotiation #gametheory #salesstrategy #b2bsales #salesskills #closingdeals #salesnegotiation #businessgrowth #sellingtips #salesleadership #entrepreneurship #businesstips #valuebasedselling #revenuegrowth #decisionmaking