- Master strategies to create and claim value in a negotiation
- Acquire tools to establish lasting business relations
- Start viewing negotiating differences as opportunities rather than threats
- Overcome problems of reason and heart through enlightened negotiation
- Resolve conflicts through interest reconciliation
- Become able to negotiate effectively with difficult people
- Learn how to handle complex negotiating situations
Negotiating is something we all do every day, whether in our professional or personal lives. We negotiate with customers, suppliers, colleagues, bosses, partners, and teams, as well as with family, friends, acquaintances, and neighbours. As such, we all have a lot of negotiating experience, and we are all experienced negotiators.
But experience may not be enough to turn us into negotiators able to answer questions such as:
- In a negotiation, is it preferable to make the initial proposal or to wait for the other party’s proposal and to then make a counterproposal?
- In a situation involving several negotiating issues, is it preferable to negotiate issue by issue or to negotiate the several problems simultaneously?
- Should the party making a negotiating proposal present the proposal and then justify it, or on the contrary, present the reasons first and only then the proposal?
- What should be done when difficulties increase, and situations become more challenging? How do we negotiate at a disadvantage?
- How should complex and time-consuming negotiations be handled?
- How should we react when the number of stakeholders around the negotiating table increases considerably?
Thus, negotiating goes beyond mere negotiating experience (knowing what worked in the past), making essential a specialization in negotiation (knowing why it worked) to overcome obstacles and achieve excellent negotiating results.
The Intensive Negotiation Program responds to these challenges, ensuring thorough training in advanced negotiation and providing tools for practical application.
An intensive week in Lisbon - July 7th to 11th, 2025
Estrutura do Programa e Conteúdos Programáticos
Preparation and Planning for a Negotiation
Dividing the Negotiation Pie (Distributive Strategies)
Expanding the Negotiation Pie (Integrative Strategies)
Instructor: João Matos
Biases of Reason and Emotion
Fundamental Principles of Persuasion
Influence Strategies in Negotiation
Instructor: João Matos
Multiparty Negotiations in Teams
Negotiating with Difficult People and in Disadvantaged Situations
Ethics, Lies, and Negotiation
Instructor: João Matos
Power, Rights, and Interests
Conflicts Among Colleagues, Teams, and Departments
Alternative Dispute Resolution
Instructor: João Matos
EXECUTIVE TRAINING – AFRICA PROGRAMS
Nuno Domingues
Calendário: on request