High-performance Negotiation & Influencing

Description

Learn how to take your Negotiation or/and Influencing skills to the deepest level

This High-Performance workshop is aimed at experienced negotiators that want to move their negotiation and/or influencing skills to the next level.

There are 36 virtual modules of 3 hours, each one addressing a specific competence, and you can choose ‘à la carte’ the four modules that best suit your business needs. You can work on both negotiation & influencing or only on one of the skills.

The courses are taught by several members of the CABL Faculty, a team of seven of the leading experts in the field, all of them teaching at some of the best Business Schools in the world (Harvard, Yale, Oxford…).

List of Influencing and Negotiation Modules

  • Psychology of Influence
  • Effective Decision Making
  • Group Influencing
  • Influencing Internal Stakeholders
  • Conflicts Resolution
  • Multi-party Negotiations
  • Power, Influence and Resilience
  • Optimising Value Creation
  • Preparation and Influence in Strategic Negotiations
  • Psychology of Influence
  • Effective Decision Making
  • Procurement Challenges
  • Good for Them, Great for Us
  • Creativity in Negotiation
  • Group Influencing
  • Influencing Internal Stakeholders
  • Dealing with Conflict and Emotions
  • Bridging Cultural Differences in Negotiation
  • Psychological Influence
  • The Virtual Advantage
  • Dealing with Difficult, Unethical, or Emotionally Charged Situations
  • Why Negotiating Like a Woman Is a Good Thing
  • Cross-Cultural Challenges in Negotiation
  • Put the Fish on the Table
  • Mastering Non-Verbal Communications in Negotiation
  • The Emotionally Intelligent Negotiator
  • The Art and Science of Persuasion
  • The Art of Discovery: Figuring Out People (Fast)
  • How to Win the Battle on Price
  • How to Collaborate Efficiently (Even with Difficult People)
  • A Negotiations Toolbox for Women
  • The Science and Pseudoscience of Lie-Detection
  • Storytelling with Data
  • Negotiation Intelligence
  • What Does It Mean to Negotiate Well?
  • Value Engineering in Negotiation
  • Negotiating Complex Business Deals
  • Getting Past Resistance in Negotiation: The Influence Equation (Part 1)
  • The Influence Equation: Reasoning (Part 2a)
  • The Influence Equation: Interests (Part 2b)
  • The Influence Equation: Relationship (Part 2c)
  • Cracking the Sales Mindset Code in Negotiation: Insights for Procurement
  • The Art of Negotiating in the Age of AI: Harnessing ChatGPT/Copilot's Potential
  • Fundamentals of Procurement Business Partnering (Part 1)
  • Business Partnering: Stakeholder Engagement (Part 2b)
  • Negotiating in Long-Term Deals and Relationships
  • Strategies of Influence: A Framework for Effectively Persuading Others
  • Working Through Conflicts in Negotiation
  • Regaining Trust in Complex Negotiations
  • Communicating for Impact
  • Influencing Internal Stakeholders

An overview of CABL faculty

Everyone is doing numerous modules, but for simplicity’s sake we highlight the main ones, for example:

Psychology of influence – Owen Darbishire (Oxford)
Creativity in negotiation – Giuseppe Conti (Founder CABL)
The power of storytelling – Daylian M. Cain (Yale)
Dealing with conflict and emotions – Jordi Quoidbach (Esade)
The influence equation – Stevenson Carlebach (Harvard)
Negotiating complex business deal – Remi Smolinski (HHL)
The emotionally intelligent negotiator – Suzanne de Janasz (Seattle University)