Masterful Negotiations in Business – Techniques and Mechanisms of Influence, Persuasion

• 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 MSR/MSSF standards.
• Law and HR: Courses covering labor law, legal services for businesses, and team development.
• Soft skills: Managerial workshops, sales training, and modern technology (e.g., using AI in business).

During the training, participants will learn:

• when to use typical negotiations and when to use win-win negotiations?

• how to effectively build long-term relationships with clients/suppliers?

• whether company values influence cooperation with clients?

• how to influence the balance of power, even when we have a weaker negotiating position?

• why it is worth asking for more than you want to achieve?

• how to demand a lot without alienating the other party?

• what influences a good atmosphere during negotiations?

• how to ensure satisfactory solutions for both parties in negotiations?

• how to quickly reduce stress during negotiations?

Individuals negotiating with business partners, salespeople, managers, executives, and others negotiating with external and internal clients.

• acquiring practical negotiation skills, with particular emphasis on techniques for building rapport and overcoming resistance,

• developing competencies related to interpersonal communication and emotional intelligence in the context of negotiations,

• understanding the importance of cultural diversity and ethics in negotiation processes,

• practical application of technologies supporting negotiations and adaptation to changing market conditions.

After completing the training, participants will be able to:

• prepare for and conduct negotiations according to a planned scenario, analyze their own and clients' behaviors,

• use learned techniques to overcome resistance in client interactions,

• build long-term relationships with business partners,

• motivate contractors to make favorable decisions,

• leverage their strengths and formulate convincing arguments, conduct negotiations in conflict situations and under pressure.

• Fundamentals of Negotiation: building self-confidence, identifying strengths and weaknesses, self-motivation, goal setting. Preparation: BATNA/WATNA, analyzing the other party, argumentation.
• Communication: active listening (paraphrasing, questioning, clarification, reflecting emotions, summarizing), techniques for questioning and diagnosing client needs.
• Remote Negotiations: effective online communication, video conferencing, email and phone negotiations, engaging participants.
• Non-verbal Communication: body language, coherent self-presentation, building credibility, adapting to the interlocutor.
• Styles and Culture: negotiation strategies, cultural differences, choosing an approach to the situation.
• Psychology of Negotiation: persuasion, defense against manipulation, language of benefits, argumentation and presentation of terms.
• Changing Market Conditions: flexibility of strategies, trend analysis and case studies.
• Stress Management: coping techniques, reframing, mirror method.
• Exercises: negotiation simulations, working with resistance, closing deals.
• Case Study: analysis of successes and failures, teamwork on solutions.
• Long-term Relationships: negotiations with regular clients, renegotiations, building partnerships.
• Team Negotiations: roles, collaboration, simulations.
• Summary: key takeaways and individual implementation plan.

14h

• original training materials
• certificate
• access to the training platform for 6 months