Negotiation & Influence by Design For Financial Services, Technology & Consulting Firms

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Professional Skills Training for Leaders and Client-Facing Teams

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Equip leaders and teams with the skills to negotiate effectively — combining Design Thinking, Principled Negotiation, Emotional Intelligence and Behavioral Science to move from positional bargaining to collaborative problem-solving and mutual gain in complex, high-stakes environments.

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Overview

In financial services, technology and consulting, negotiation is central to how value is created and delivered. Whether structuring a deal, managing client relationships, or working across teams, the ability to negotiate effectively is a core professional skill.

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Many professionals approach negotiation reactively — relying on instinct rather than structured preparation. This often leads to missed opportunities, unnecessary concessions, and inconsistent outcomes.

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This program applies Design Thinking and Principled Negotiation — the framework developed by Harvard's Roger Fisher and William Ury in Getting to Yes — to help leaders move beyond positional bargaining toward interest-based, collaborative problem solving.

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It also draws on Emotional Intelligence and Behavioral Science — helping participants understand how emotions, cognitive biases, and psychological dynamics shape negotiation outcomes in high-pressure environments.

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Participants work through real negotiation simulations to build the confidence and competence to negotiate effectively in complex, cross-functional, and cross-cultural situations.

 

Key Outcomes

By the end of this workshop, participants will be able to:

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• Prepare effectively for complex negotiation scenarios using Design Thinking

• Identify and focus on interests rather than positions

• Generate creative options for mutual gain

• Influence stakeholders across teams, functions, and cultures

• Manage conversations and relationships while maintaining strong outcomes

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Approach

This workshop combines four powerful frameworks:

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• Design Thinking — to empathize with counterparts, define shared interests, generate creative options, and test solutions before entering the negotiation

• Principled Negotiation — to separate people from the problem, focus on interests not positions, and create agreements that deliver mutual gain

• Emotional Intelligence — to recognize and manage emotions in high-stakes negotiations

• Behavioral Science — to understand cognitive biases and psychological dynamics that influence negotiation outcomes

 

Format

Duration: 2 days (in person) or 6–8 virtual sessions

Delivery: Virtual or in person
Language: English 
Cost: Contact us for pricing

 

Who Should Attend

Leaders and client-facing professionals in financial services, technology and consulting — including relationship managers, account managers, business development leaders, and senior managers.

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Next Steps

Ready to strengthen negotiation and influence in practice?

Contact us to discuss how this program can be tailored to your organization’s priorities.