Course overview
Institutional negotiations often involve multiple mandates, unequal information, formal approval routes and relationships that must continue after the immediate decision.
Participants learn to map interests, prepare mandates, structure meetings, develop options, document agreements and manage follow-through with clarity.
Who this is for
Managers, partnership leads, consultants, public-sector teams, sales professionals and project leaders.
Participants will be able to
- Distinguish positions from underlying interests
- Map stakeholders and decision routes
- Prepare mandates, options and objective criteria
- Structure high-stakes meetings
- Document agreements and unresolved matters
- Protect relationships while advancing decisions
Principal course areas
- Stakeholder mapping
- Interest and position analysis
- Negotiation preparation
- Option development
- Meeting architecture
- Documentation
- Escalation and follow-through