Most people negotiate every day but almost nobody has been taught how. This module dismantles the myths that hold people back, introduces the distinction between positions and interests that underpins all effective negotiation, establishes BATNA as the true source of negotiating power, and examines the emotional and relational dynamics that determine whether deals get done.

Experienced negotiators win before the conversation starts. This module covers what preparation actually means in practice: the five questions every negotiator must answer, how to research the other side effectively, how to set objectives and define your walk-away point across multiple issues, and how to plan the conversation structure so you lead rather than react.

The terms of a deal are shaped more by how you present numbers than by the numbers themselves. This module covers the psychology of anchoring and why the first number matters so much, how framing affects what the other side perceives as fair, the concession patterns that signal strength versus weakness, and how creative deal structures unlock value that positional bargaining leaves on the table.

Pressure, aggression, and manipulation are part of every negotiator's toolkit — including the people across the table from you. This module teaches you to recognise the most common tactics, understand why they work, and respond in ways that are firm without being reactive. It also covers negotiating across power imbalances and breaking deadlocks that feel permanent.

Reaching agreement is only part of the job. Knowing when to close, how to lock in what you've agreed, and how to prevent re-opening are the skills that convert conversations into durable deals. This final module also covers how to build your negotiation capability deliberately over time — through after-action review and deliberate practice.