Negotiation & Influence
Securing agreement in complex change
Transformation programmes do not fail because of bad strategy; they fail because of broken agreements. Whether it is a vendor disputing a £multi-million contract, a department head hoarding resources, or a sponsor drifting on scope, the inability to negotiate effectively creates deadlock.
Commercial Negotiation Foundations
The 1-Day Process Intensive
75% Process | 25% Psychology
Stop the margin leakage. This highly analytical session is designed for teams managing software vendors and system integrators. We move away from adversarial haggling and install the 8-Stage Deal Architecture.
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The Goal: Defending the business case and commercial viability.
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The Output: A structured framework for value creation and the elimination of commercial leakage.
Influence for
Transformation
The Psychology of Internal Alignment 5% Process | 95% Psychology
Overcoming the "Silent No." Built around the EBW Business EQ Influence Compass, this course equips Change Agents and Programme Managers to navigate the human variables that stall delivery: passive resistance, "malicious compliance," and siloed fiefdoms.
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The Goal: Moving stakeholders from resistance to commitment.
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The Output: Mastering the mechanics of trading "soft currencies" (risk, reputation, political capital) when financial budgets are fixed.
Advanced Commercial
Negotiation
The 3-Day Strategic Masterclass
The Integrated Full-Stack
Mastering complexity. Combining the rigour of our foundations course with deep-dive human behaviour insights, this masterclass is for senior practitioners leading high-stakes negotiations.
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The Goal: Navigating multi-party, multi-national, and high-conflict disputes.
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The Output: The advanced skills required to lead complex commercial realignments and secure long-term strategic value.