Course Details

This course is appropriate for a wide range of professionals but not limited to:

• Business Development and Sales Leaders
• Senior Project and Program Managers
• Legal and Procurement Professionals
• Executives involved in M&A or high-value contracts

• Expert-led sessions with dynamic visual aids
• Comprehensive course manual to support practical application and reinforcement
• Interactive discussions addressing participants’ real-world projects and challenges
• Insightful case studies and proven best practices to enhance learning

By the end of this course, participants will be able to:

• Apply advanced negotiation strategies (e.g., principled negotiation, game theory) in complex multi-party scenarios.
• Master cross-cultural communication nuances and adapt style for international partnerships.
• Develop and deliver high-impact executive presentations that drive immediate decision-making.
• Utilize persuasive storytelling and rhetorical techniques to build consensus and influence.
• Effectively manage and respond to difficult questions and aggressive negotiation tactics.
• Employ deep active listening and non-verbal cues to accurately gauge counterpart intentions.

DAY 1

Foundations of Influence and Communication

• Welcome and introduction
• Pre-test
• Review of communication models and common barriers
• Psychology of influence: Reciprocity, scarcity, and social proof
• The anatomy of a persuasive argument and logical structure
• Introduction to advanced active listening and inquiry techniques

DAY 2

Advanced Negotiation Strategies

• Distributive vs. Integrative Negotiation: Knowing when to use each
• Developing strong BATNA and WATNA alternatives
• Complex negotiation tactics: Anchoring, framing, and strategic concessions
• Negotiating across the table: Power dynamics and psychological biases

DAY 3

High-Stakes Communication and Conflict

• Communicating with high-level executives and boards
• Managing and defusing difficult conversations and high-emotion conflicts
• Techniques for clear, concise written communication (briefing papers, proposals)
• Cross-cultural communication and negotiation protocols

DAY 4

Executive Presentation Masterclass

• Designing presentations that focus on impact and call-to-action
• The power of data visualization and simplifying complex information
• Mastering body language, voice modulation, and stage presence
• Techniques for handling Q&A sessions and unexpected interruptions

DAY 5

Synthesis, Simulation and Personal Action Plan

• Full-scale, complex negotiation simulation exercise
• Individual presentation practice and peer coaching
• Developing a personal mastery plan for continuous skill improvement
• Post-test
• Certificate ceremony