The best negotiators don’t dive into details first—they structure their strategy before making a move.

Negotiation is rarely about a single moment—it’s a process of positioning, influence, and adapting to what unfolds in real time. The best negotiators don’t just react; they anticipate, structure, and steer the conversation.

Following Foundations of Negotiation, we now shift from theory to best practices and practical application. This session revisits three core principles:

strategy, team roles, and tactics

before putting them to the test in a hands-on negotiation exercise.

Where do negotiations break down?
Where do we unknowingly give away leverage?
What role does active listening play in shaping outcomes? 

These are the nuances that separate good negotiators from those who truly shape the deal.

Why This Matters for You

Every negotiation carries unspoken power dynamics—whether securing a contract, structuring a supply agreement, or navigating investor terms. It’s not just about reaching an agreement but shaping it on your terms.

We will explore:

• Best practices that define successful negotiations, from framing the discussion to strategically withholding information.

• Why creative concessions matter—expanding the pie rather than fighting over its size.

• The role of active listening—how skilled negotiators shape outcomes not by arguing more, but by asking the right questions.

• Tactical decision-making—knowing when to push, when to concede, and when to remain silent.

Theory meets practice in a live negotiation exercise, where teams take on the roles of a pharma company and a manufacturing partner, negotiating under real constraints.