Asymmetric Business Negotiations

ADN Academy (formerly MDDP Academy) is one of the leading training companies in Poland, specializing in business courses for professionals. It offers comprehensive development programs focused on law, finance, and managerial skills.

Main areas of activity:

• Finance and taxes: Training in accounting, tax law (VAT, CIT), payroll, and IFRS/IAS standards.
• Law and HR: Courses covering labor law, legal support for businesses, and team development.
• Soft skills: Managerial, sales workshops, and modern technology (e.g., using AI in business).

• The training is conducted in an intensive workshop format:
• working on real cases
• individual and group exercises
• simulations of asymmetric negotiations
• scenarios tailored to the participants' industry
• analysis of "strong" and "weak" side tactics
• working on participants' BATNA
• immediate trainer feedback
• practical tools to implement the next day

The training is aimed at individuals conducting business negotiations, particularly managers, salespeople, buyers, procurement and sales specialists, project managers, and entrepreneurs working with larger contractors. The program will be especially valuable for those who frequently negotiate with partners holding a stronger market position and want to build their negotiating advantage more effectively, utilize influence techniques, and achieve favorable agreements in demanding business situations.

• Development of advanced negotiation skills in a B2B environment
• Understanding the nature of power asymmetry in negotiations and its consequences
• Acquisition of skills to analyze both parties' BATNA and WATNA
• Ability to recognize when negotiations are asymmetric
• Developing action strategies when we are the weaker party
• Ability to ethically leverage advantages when we are the stronger party
• Enhancing skills in argumentation, influence, and controlling the course of the conversation
• Acquisition of techniques for flexible negotiations tailored to the situation
• Increasing confidence in negotiations with a stronger partner
• Ability to finalize negotiations under conditions of interest imbalance

• Better analysis of the negotiation situation and recognition of asymmetries
• Ability to strengthen one's own BATNA and identify the other party's BATNA
• Capability to balance imbalances through flexibility, speed, and creativity
• Confidence in conducting conversations with larger, dominant clients or suppliers
• Ability to apply influence techniques, persuasive language, and argumentation
• More effective handling of objections and negotiation pressure
• Significant improvement in negotiation finalization skills
• Ability to conduct conversations in a strategic and planned manner

Module 1. Fundamentals of Professional Negotiations.

Module 2. Asymmetric Negotiations – What Power Inequality Really Means.

Module 3. The Strength of the Weaker Side – Flexibility, Speed, Creativity.

Module 4. BATNA and WATNA – Practical Analysis of the Negotiator's Strength.

Module 5. Structure of Negotiations – From Preparation to Agreement.

Module 6. Communication in Negotiations.

Module 7. Influence and Persuasion in Negotiations.

Module 8. Tactics in Asymmetric Negotiations.

Module 9. Finalizing Negotiations and Building Relationships.

12h

• Original training materials
• Certificate
• Access to the training platform for 6 months