Advanced Negotiations: The Psychology, Defenses & Ethics of Hard Bargaining Tactics

Contribute towards a sustainable & enduring outcome
Duration: 16 Hours / 2 days
Start Date: July 5, 2017
Participation Dates: July 5-6, 2017
Application Deadline: June 28, 2017


In this seminar participants are assumed to be experienced in various types of negotiations and have a good understanding of the nature and the solutions to the negotiation problem. That is, how to reach agreements that are beneficial and implementable.

However, it is often the case that the Other, the party you are negotiating with, is either ignorant or unwilling to negotiate productively. This may occur because of no training, bad training, or simply as a choice: to use hard-ball (dirty) or manipulative tactics in order to achieve their goals, at your expense. In other words, this seminar deals with the cases where the Other is the problem.

Not negotiating with these problem-people is, indeed, an option, but should be the last option whenever there is, despite their counterproductive attitude, margin for mutual gain. On the other hand, negotiating under such pressure is clearly problematic. This seminar navigates in the area between these two extremes. It aims to assist participants in recognizing when the other side aims to simply impose their view and, henceforth, how to respond to such manipulative tactics in ways that do not derail the negotiation, whenever possible. The ultimate objective is not necessarily to secure a negotiation outcome, but rather to ensure that whenever a negotiation outcome may be reached it will be reached.


By combining participant role play with case-study discussion, theoretical analysis and audio-visual tools we expect the participant to learn how to:
  • Appreciate the importance of not negotiating under psychological pressure or deception.
  • Understand the role of power in negotiation.
  • Distinguish between influence and persuasion in negotiation.
  • Discover the most effectives forms of persuasion.
  • Discover the different types of influence and how to respond to them.
  • Understand the nature of heuristics in (economic) decision making.
  • Appreciate how cognitive and motivational biases impact on negotiation.
  • Distinguish between various common hardball (dirty) tactics.
  • Choose the appropriate response to a such tactics.
  • Diagnose the different types of problem-negotiators.
  • Choose the appropriate response to each type of problem-negotiator.
  • Appreciate the importance of information in negotiation.
  • Explore methods for eliciting information.
  • Understanding the different types of lying and the meaning of deception.


  • Senior executives from diverse professional backgrounds, sharing extensive experience in negotiations
  • Middle level executives that include negotiations in their daily, “business as usual” routines
  • Diverse level functional managers that have already participated in the Basic Negotiations seminar


Course Faculty
Assistant Professor of Strategy view more


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Get in touch with us
Marianthi Karaiosifoglou Senior Manager

We would be pleased to address any enquiry you might have and to assist you in any way we can. 

Tel.: +30 210 89.64.531-8

Fax: +30 210 89.63.302

e-mail: [email protected]