Description
Unlocking Value in Negotiation
Create Win Win Outcomes, Build Trust, Reach Better Agreements
Negotiation is often approached as a contest of positions, where each side tries to claim as much value as possible. This approach frequently leads to unnecessary tension, stalled discussions, and agreements that satisfy neither side. Unlocking Value in Negotiation is designed to shift this mindset. It helps participants move beyond positional bargaining and learn how to create value, build trust, and reach outcomes that work for everyone involved.
This programme combines practical negotiation tools with insights from behavioural science and decision psychology. The theory is concise and always in service of the practice. Participants actively listen, reflect, discuss, and engage in guided exercises to explore how negotiations unfold in real professional situations. They examine how emotions, perceptions, and communication patterns influence the direction and quality of negotiation outcomes.
Throughout the training, participants practise techniques that help them prepare strategically, communicate clearly, and manage tension constructively. They learn how to identify interests beneath positions, explore creative options that unlock value, and build agreements that strengthen relationships while protecting key priorities. Participants also reflect on their personal negotiation style and how it influences trust, credibility, and influence at the table.
Why Our Courses Are Different
Our approach is experiential, grounded, and centred on practical integration. Participants learn through guided practice, meaningful dialogue, and structured reflection, not through long lectures or heavy slide decks. Theory is kept short and purposeful, introduced only to strengthen application.
We focus on the real dynamics that shape negotiation outcomes. The methods draw from behavioural science, negotiation research, and practical experience in complex organisational environments. Participants explore their own negotiation patterns and practise tools that help them navigate difficult conversations with greater clarity and confidence.
Who Should Attend
- Professionals who negotiate with clients, suppliers, or partners
- Managers and leaders responsible for resolving competing priorities
- Teams who need to strengthen collaboration and decision making
- Individuals seeking practical tools to negotiate with confidence and clarity
- Organisations wanting to improve negotiation capability across teams
Who Are the Trainers
Unlocking Value in Negotiation is delivered by Federica Ceresa and Chad Fahlberg. Federica brings more than two decades of experience in organisational performance, leadership development, and strategic influence. Chad integrates insights from behavioural science, mindfulness, and communication practices developed through work in high pressure environments. Together, they create a practical and engaging learning environment where participants learn through application, reflection, and meaningful discussion.
Delivery Approach
- Practical negotiation frameworks and guided exercises
- Short, focused theory segments
- Facilitated group discussions and structured reflections
- Role play simulations and negotiation scenarios
- Partner and small group exercises
- Real time feedback on communication and negotiation style
- Evidence based tools applied immediately, not just explained
What you will learn
- Understand the psychology behind negotiation and the principles of value creation
- Prepare effectively by defining goals, interests, priorities, and non negotiables
- Recognise negotiation dynamics and respond constructively to tension or resistance
- Communicate with clarity and confidence during difficult discussions
- Apply practical frameworks to create win win outcomes and balanced agreements
- Strengthen long term relationships while protecting key interests
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