LIVE ONLINE: DECEMBER 2. & 3., 2026 | 1:30 PM – 4:30 PM

EFFECTIVE NEGOTIATION – Strategies and Tactics

This is a working session, not a webinar. Cameras on, pairs in breakout rooms, every exercise debriefed.

Negotiation is a skill – and it can be learned. Gain practical tools and techniques you can apply immediately.

You negotiate a price, a deadline, a scope or a budget almost every week, at work and at home. Most people do it on instinct, concede when time runs short, and only work out afterwards what the concession cost them.

The people who consistently do better are not more aggressive. They prepare differently, they ask better questions, and they decide what they will not accept before anyone speaks.

On the workshop you diagnose your own negotiating style, practise under time pressure in simulations, and leave with a preparation canvas and a four-step framework you can use the next day — including for the difficult conversations inside your own organisation.

What you take away

✓ Your negotiator profile — your default style, and what it quietly costs you.

✓ A preparation canvas you can complete in 20 minutes before any deal: objectives, alternatives, concession map, and the questions to ask before you enter the room.

✓ The four-step framework — Prepare, Explore, Trade, Commit — for deals and for conflict resolution.

✓ The ability to claim value without damaging the relationship, which is the part most professionals are never taught.

✓ Two full negotiation simulations under time pressure, each with individual feedback.

✓ A personal action plan: three concrete changes for your next negotiation.

Who it is for

For people who negotiate constantly: sales and business development, procurement, project and account managers, team leaders, HR, marketing, founders and executives.

For anyone who negotiates with clients, suppliers, partners or colleagues and wants a method rather than instinct. No prior negotiation training needed. Delivered in English.

Programme

SESSION 1
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Foundations & Eye-Opening on Negotiation

Opening & Framing – Why Can Negotiations Be Problematic?

Why negotiation is a learnable skill. Each participant brings one real, current negotiation.
Purpose: Sets the stakes and gives every exercise a real case to work on.

The Foundations of Negotiation

Positions vs. interests · anchoring · ZOPA · BATNA · the value actually on the table.
Purpose: The shared vocabulary and mental model on which everything else is built.

Negotiation Tactics

Combining Psychology of Negotiation an Behavioral Economics.
Purpose: Makes anchoring and concession behaviour visible in participants’ own conduct.

What Type of Negotiator Are You?

Individual profile diagnostic, live debrief, and what each default style costs.
Purpose: Self-awareness: the single biggest lever for improving individual performance.

Good Negotiators & Costly Mistakes

The behaviours that correlate with better outcomes; the recurring errors that destroy value and relationships.
Purpose: Turns instinct into a checklist participants can apply immediately.

Exercise

Timed two-party bargaining in pairs, followed by a debrief on who anchored, who moved, and why.
Purpose: Full negotiation under time pressure, with observed feedback.

Closing & Preparation Task

Key takeaways and the case each participant prepare before Session 2.
Purpose: Bridges the two sessions and ensures applied practice in between.

SESSION 2
_{^{1:30 PM – 4:30 PM}}

How to Prepare Negotiations? The Harvard 4-Step Framework

Recap & Preparation Task Review

What was tried between sessions, what worked, and what did not.
Purpose: Anchors Session 2 in real experience rather than theory.

How to Prepare Properly

The RED A preparation canvas: objectives, alternatives, concession map, and questions to ask before entering the negotiation.
Purpose: Preparation is where most negotiations are won or lost.

Exercise – Prepare a Real Case

Pairs complete the canvas for their own ongoing negotiations, then challenge each other’s assumptions.
Purpose: Converts the method into a practical plan for a deal they are actually working on.

The 4-Step Framework

Prepare · Explore · Trade · Commit – applied to business deals, conflict resolution, and de-escalation.
Purpose: One repeatable sequence for any negotiation or disagreement.

Simulation – High-Stakes, Multi-Issue Negotiation

Breakout rooms: 12 minutes of preparation · 20 minutes of negotiation · 13 minutes of debriefing. Multiple issues, a cross-cultural counterpart, and a real deadline.
Purpose: Everything applied at once, under pressure, with the relationship at stake.

Personal Action Plan & Closing

Each participant commits to three changes they will implement in their next negotiation.
Purpose: Turns six hours of practice into lasting behavioral change.

THE TRAINER

Réda Guiri, Founder, RED A Consulting · Executive Partner, Zeal AI · Munich

Ranked #2 worldwide at the MIT AI Negotiation Competition 2025. Nearly two decades of international negotiation experience across four continents and countries (Japan, South Korea, the USA, Arab countries, the UK, France and Germany), spanning the automotive, finance and insurance industries.

Former Director of Procurement and Outsourcing at Toyota Insurance Europe, Middle East and Africa, where he developed the region’s strategy and advised the Group CEO and Board on high-stakes strategic decisions.

Trained at Cambridge Judge Business School in Agentic AI and Leadership in the Era of AI, he teaches AI-augmented negotiation and cultural intelligence in executive education programmes at leading business schools.

In 2024, he founded RED A Consulting in Munich, helping business leaders turn negotiation into a lasting strategic advantage. As Executive Partner at Zeal AI, he also delivers agentic AI solutions to international organisations.

His experience includes training and advisory work for Fortune 500 and market-leading organisations across multiple industries. He delivers training in English, French and German, combining strategic insights with practical, immediately applicable negotiation techniques.

REGISTRATION

Registration Fee

€ 580,00 + 22 % VAT

The registration fee, including VAT, is € 707,60 and covers expert-led training, practical exercises, real-world case studies, training materials, a certificate of attendance.

Payment should be made by bank transfer to account SI56 3300 0000 1159 917, held at Addiko Bank d.d., no later than 3 days before the training date. An invoice will be sent by post after the training.

Cancellations must be submitted at least 3 days before the training date. For cancellations received after this deadline, a cancellation fee of 30 % of the registration fee will apply.

REGISTRATION

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