Think Fast, Win More

In a real negotiation, there’s no time to think: the client asks for a discount, the supplier won’t budge, another department is blocking your project. This course gives you tools that work under pressure, so you can get more without damaging the relationship.

Ideal for

• Sales and procurement teams
• Managers negotiating resources, timelines and priorities
• Technical professionals negotiating with clients or other teams

What will you practise?

• 1. Prepare the negotiation – Balance of Power and The 3 Points: who needs whom more, and your opening, walk-away and extreme points.
• 2. Map the stakeholders – Who's Who: who decides, who influences and who blocks, and how to move each of them.
• 3. Design your strategy – Plan your moves and your concessions: what you give, what you ask for and in what order.
• 4. Take a position with authority – Solid Positioning and body language: state your position, hold the silence and back it up with your voice, eye contact and hands.
• 5. Uncover their interests – The Human Negotiation Loop and The Relationship Map: move from what they ask for to what they really need.
• 6. Close the deal – Reframe, set deadlines and offer just two options.

AI in practice

AI negotiation roleplays (a client asking for a discount, a supplier who won’t budge) and Gemini as your coach to prepare for each real-world negotiation.

What will you gain?

• Better deals with fewer concessions.
• Confidence to say no without damaging the relationship.
• Faster, better-prepared negotiations.
• A plan to break through deadlocked situations.

Format

8 to 16 hours. In person or live online. Available in Spanish, English, French or Catalan. Eligible for FUNDAE funding.

Frequently asked questions

Is it suitable for every profile?

Yes. Everyone negotiates: sales, procurement, HR, managers or technical profiles. We tailor the cases to each group's profile and reality.

What kinds of negotiations can we practise?

Yours: with clients, with suppliers, with other departments or within your own team.

Why is preparation so important?

Because most negotiations are won or lost before you sit down at the table. If you arrive with a clear strategy (what you want, how far you can give way and who influences the decision), you negotiate more calmly and reach better agreements.