Leadership
Manage the negotiation
When you sit down without knowing where your power comes from, compute the bargaining zone, grow the value by multiplying the issues, and manage hard and multiparty tables.
Is this route for you?
Explore this route when seeking agreement with a supplier, customer or internal stakeholder and you want to prepare beyond a persuasive opening pitch.
Begin with preparation and your options if no agreement is reached. Then move to creating joint value and handling difficult or multi-party negotiations.
An option beyond price
Example reflection exercise: The other party cannot lower the price but can change payment terms and delivery frequency. Which questions would you ask to explore those options?
Deepen your reasoning with Elenq
Challenge your preparation with Elenq: what will you do without an agreement, where is your walk-away point, and what might matter most to the other party?
This is an example reflection prompt. In-app exercises and AI-generated responses vary; progress records completed learning, not a validated competence score.
Your learning route
The program order
Complete the programs in order to finish the route. Each one brings short lessons, applied practice and a realistic business case together.
Plus and Pro members can create a verifiable Stratify certificate when the route is complete.
- Program 01
Prepare to negotiate and claim value
Foundational: you learn to calculate where your power comes from before you sit down at a negotiation and to claim your share of the value on the table. By the end of this program you can determine your BATNA and reservation value, compute the bargaining zone, and both use the anchoring effect and recognize it when the other party uses it on you.
- BATNA and reservation value
- Anchoring and the first offer
Apply it: Closing case: compute the zone, make the call
4 lessons · ≈3 hours
- Program 02
Grow the value and avoid the traps
Intermediate: you learn to grow the pie before dividing it and to diagnose the biases that distort your decisions at the table. By the end of this program you can build trades from differing priorities, turn disagreement about the future into a contingent contract, and catch the six classic negotiation biases in your own preparation.
- Difference is the raw material of agreement
- Trust, skepticism, and listening
- The biases that break your decisions
Apply it: Closing: can you grow the pie
4 lessons · ≈3 hours
- Program 03
Manage difficult negotiations and the multiparty table
Advanced: you learn to manage the tables where standard tools strain: hard bargainers, threats and ultimatums, strong emotions, and multiparty structures. By the end of this program you can choose the right response to a threat, tell how emotion distorts a negotiation decision, weigh the risks of negotiating through an agent, and read coalitions and decision rules at a multiparty table.
- Threats, ultimatums, and hard bargainers
- Emotion and ethical fading
- Agents and the multiparty table
Apply it: Closing: the five-party table
4 lessons · ≈3 hours