In a real negotiation, there’s no time to think: the client asks for a discount, the supplier won’t budge, another department is blocking your project. This course gives you tools that work under pressure, so you can get more without damaging the relationship.

Ideal for

• Sales and procurement teams
• Managers negotiating resources, timelines and priorities
• Technical professionals negotiating with clients or other teams

What will you practise?

• 1. Prepare for the negotiation – Who’s Who: map out who makes decisions, who has influence and who can block things. Set your goal, your limits and your alternatives.
• 2. Understand the other party – The Relationship Map and The 3 Poles of Listening: uncover the interests behind each position.
• 3. Lead the negotiation – The Human Negotiation Loop: move from positions to understanding and from understanding to solutions.
• 4. Stand your ground – Solid Positioning: say no, set your price and hold your nerve through the silence without coming across as aggressive.
• 5. Close the deal – Atomic Steps: pilots, trials and small commitments that pave the way for a big yes.
• 6. Manage tension – E.A.R. model: when the conversation heats up, get back to finding a solution.

AI in practice

AI negotiation roleplays (a client asking for a discount, a supplier who won’t budge) and Gemini as your coach to prepare for each real-world negotiation.

What will you gain?

• Better deals with fewer concessions.
• Confidence to say no without damaging the relationship.
• Faster, better-prepared negotiations.
• A plan to break through deadlocked situations.

Format

8 to 16 hours. In person or live online. Available in Spanish, English, French or Catalan. Eligible for FUNDAE funding.

Frequently asked questions

Is it just for salespeople?

No. Everyone negotiates: timelines with another team, resources with your manager, priorities with an internal client. We tailor the scenarios to the group’s profile.