Negotiation
2.0
Stop training for a world that no longer exists.
Most negotiation training is built on 20th century assumptions. Negotiation 2.0 resets how your team thinks and acts — equipping them with the mechanics, tools, and mindset required to perform consistently in today’s complex, data-rich, multi-stakeholder environments.
Book your place
Join an open workshop or bring us in-house
Typical response within 1 business day
Today's reality
- Surging complexity & margin pressure
- Negotiations across multiple stakeholders & channels
- Accelerating AI adoption & data availability
- Generational shifts in authority & decision-making
- Legacy training delivering outdated results
What most negotiation training
gets wrong
Most approaches your team has encountered are rooted in 20th century assumptions — stable environments, linear processes, face-to-face dominance, and limited data. The result is inconsistency when it matters most.
- Techniques accumulated without a clear structure for when and how to use them
- Preparation treated as optional rather than the primary source of control
- Training designed for single-interaction, face-to-face settings that no longer dominate
- No shared language across the commercial team — every negotiator improvises alone
- Zero integration of AI, data, and asynchronous channel dynamics
- Tactics-first thinking that collapses under real commercial complexity
Heard from the negotiation table
With these experts, you can be sure you have thought of everything and are best prepared for your negotiations. This will give you confidence for the future.
Having worked with the team at Impact Negotiation Group over the past two years, I’ve found them to be incredibly knowledgeable, responsive, and a pleasure to work with.
Very good nego training. I have learned a lot; tactics, how to behave, to not be in a competitive mindset.
Absolutely powerful and valuable training. Applicable in most of the aspects in your life
Interesting, fast-paced and lot of pratical examples.
Very useful, high intensity
10 out of 10! Do it it’s a very good training with real examples
This is ROI positive and therefore a must for senior sales
Nice full and rich program, with humor and great balance between theory and practice!
Highly recommendable and a great training to learn guidelines and tricks about negos. Trainers with a lot of expertise.
What participants gain
Three capability shifts that matter
A shared negotiation foundation
- A clear, modern understanding of how negotiations are won and lost
- Dispelling the myths that quietly undermine commercial results
- A common language that improves team coordination and decision quality
- Confidence in what negotiation actually is — and what it is not
Preparation that drives control
- A systematic, repeatable preparation discipline
- Objective setting: WAP, ZOPA, and opening position design
- Using AI as a core preparation and scenario-planning tool
- Decision-making frameworks that hold under commercial pressure
Negotiation mechanics that scale
- Negotiation trajectory design and structured move planning
- Multi-interaction and multi-stakeholder negotiation architecture
- Behavioral fundamentals for live, hybrid, and async environments
- A repeatable approach that scales across deals, teams, and contexts
Core learning areas
Six domains. One day.
Value-Based Negotiation
Distributive and value-creative realities — when to compete, when to expand, and how to recognise which game you are actually playing.
Opening Positions & Objective Setting
Walk Away Points, Zone of Possible Agreement, and the architecture of a credible, ambitious opening position that sets the anchor.
Negotiation Trajectory & Move Planning
How negotiations actually progress over time. Designing trajectories in advance rather than reacting — so every concession is intentional.
Preparation Discipline & AI Integration
A structured approach to preparation — including using AI tools to model scenarios, stress-test positions, and surface counterpart logic.
Discomfort, Rejection & Silence
Information management, the deliberate use of silence, handling rejection without capitulating, and behavioral fundamentals under pressure.
Multi-Media & Fragmented Interactions
Applying negotiation principles across live, hybrid, email, and async digital sequences — where most modern commercial negotiations unfold.
Where this module fits in the full curriculum
- Module 01 — You are here Negotiation 2.0 Foundation · No prerequisites
- Module 02 The Human Factor Psychology & interpersonal control
- Module 03 The Stress Test Simulation & execution
- Module 04 Custom Built Tailored to your context
Negotiation 2.0
Ready to build a modern negotiation foundation?
Book a seat in an upcoming open workshop, or talk to us about bringing Negotiation 2.0 exclusively in-house for your team. We’ll walk you through options and help you find the right format.
Europe-wide delivery · On- or off-site · English (other languages on request)