TO BE A MASTER NEGOTIATOR

…you need to have a solid negotiation strategy.

Negotiation is a delicate art and science that requires careful planning and execution. A negotiation strategy based on insights into psychology and decision-making, game theory, culture, and group dynamics, serves as a roadmap, guiding negotiators through the complexities of the process while maximizing their chances of success and value-add. 

Having a well-thought-out negotiation strategy is the foundation for negotiators to confidently build a superior negotiation and communication plan, navigate challenging situations, effectively communicate their positions, and ultimately achieve mutually beneficial outcomes.

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Course Overview

As you delve deeper into the art of negotiation, this workshop will enhance your understanding of the scientific and strategic aspects of negotiation, complementing your existing knowledge of effective negotiation principles. 

Through interactive case studies, you will gain invaluable insights to refine your negotiation strategy. From exploring negotiation psychology and decision-making science to leveraging Pareto optimality and game theory, and effectively navigating cross-cultural and multi-party dynamics, this Master-level workshop will empower you to:

• Understand negotiation psychology and decision-making science for more effective negotiations.
• Leverage Pareto optimality and game theory for value creation.
• Adapt negotiation strategies to cross-cultural contexts.
• Manage multi-party negotiations and navigate power dynamics.

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Course Details

Level 3: The Master Negotiator Strategy

① Game Theory Fundamentals

• Introduction to game theory and its practical applications in negotiation contexts
• Exploring key concepts such as players, strategies, payoffs, and equilibrium
• Analyzing various types of games, including zero-sum and non-zero-sum 

② Negotiation Psychology

• Understanding the influence of biases and decision shortcuts on negotiation outcomes
• Leveraging the framing effect to shape perceptions and enhance negotiation effectiveness
• Overcoming cognitive barriers and selective perception for improved decision-making

③ Pareto Optimality and Value Creation

• Understanding the significance of Pareto optimality in negotiation and its impact on outcomes
• Maximizing joint gains and fostering value creation through negotiation strategies
• Developing approaches to identify and expand the Pareto frontier for mutual benefits

④ Cross-Cultural Negotiation

• Recognizing and navigating cultural differences in international negotiation settings
• Adapting negotiation strategies to accommodate diverse cultural norms and practices
• Overcoming language and communication barriers through effective cross-cultural communication techniques

⑤ Multi-Party Negotiations

• Understanding the complexities and dynamics of negotiations involving multiple parties
• Strategies for effective coalition formation and management 
• Navigating power dynamics and reaching agreements in complex negotiation environments

⑥ Post-Negotiation Evaluation and Learning

• Evaluating negotiation outcomes and performance to assess the effectiveness
• Promoting continuous improvement and learning from negotiation experiences
• Identifying opportunities for organizational growth and development through post-negotiation analysis

What do people say about this course:

❝ Business and legal negotiations are increasingly based more on science than art. One can count on one hand the number of people with the knowledge and experience to provide effective, practical training. Claudia Winkler is unquestionably one of them. When she has conducted training for our company, the feedback has been uniformly phenomenal, with some of the participants noting that it was the best training they had ever taken in any subject, ever. ❞

‣ Michael McIlwrath - Global Chief Litigation Counsel at Baker Hughes GE

❝ Truly amazing course! Claudia managed to put so much useful input in a course which only lasted 8 hours in total. Usually, I am a bit sceptical about these kind of courses. What can be achieved in a couple of hours? Answer is: a lot when you participate in Claudia's course. She really knows how to motivate and push her clients. She provides a clear and structured guidance, immediately sees the strengths of her participants as well as their room for improvement and last but not least the course is fun! ❞

‣ Dr Ramon Sieven - Senior Legal Counsel, Public and Regulatory Affairs Manager at Onyx

❝ Claudia's negotiation training was an exhilarating and enriching experience. The case studies were very well drafted and unique. They made me think through and dive deep into the subject. It showed how knowing the core framework for interest-based negotiation along with the little negotiation secrets can make a long-lasting difference in your everyday success. ❞

‣ Swati Joshi - Asst. Manager, Legal at Fidelity Investments

❝ As lawyers, we tend to think we know a lot about negotiations but after two days of challenging workshops, well-fed with updated research and fuelled with excellent discussions, I am now able to choose from a whole new set of different techniques and strategies. Thank you to Claudia for the superb workshop, which is highly recommended to everybody in the legal field. ❞

‣ Christina Taeuber - Legal Counsel at STRABAG

❝ I had the opportunity to be a part of Claudia's Legal Negotiation Workshop. It was honestly such a lovely session - so informative, yet still fun and engaging. I won't be forgetting the takeaways from the workshop anytime soon. ❞

‣ Disha Bhomawat - VP & Corporate Counsel APEC at Marriot International

❝ I love working with Claudia. She is the negotiator's negotiator. She is highly competent, fantastically talented and has great communication skills. I highly recommend working with her. ❞

‣ Prof. Nadja Alexander - Academic Director SIDRA at Singapore Management University

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Learning Modules

Negotiation Mastery for Legal Professionals series comprises of 3 Competency Levels and the course for each Level is held separately:



Level 1 - The Essential Negotiator Framework

Level 2 - The Advanced Negotiator Toolbox

*You must complete Level 1 before taking Level 2

➤ Level 3 - The Master Negotiator Strategy

*You must complete Level 2 before taking Level 3

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SCCA Competency Framework

• Where this course maps on the competency framework.
• View the SCCA Competency Framework​

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SILE-Accredited Activity

• Practice Area: Professional Skills
• Training Level: To be confirmed
• Public CPD Points: To be confirmed