Personal and Business Competencies / Personal Skills

Communication and assertiveness in negotiations

Training focused on assertive communication in the context of negotiations. The program covers techniques for setting boundaries without escalating conflict, recognizing and neutralizing manipulation, expressing positions firmly and professionally, building negotiation authority, and managing emotions in difficult conversations. Participants develop the ability to negotiate from a partnership position.

Negotiations are not just about techniques and tactics — they are primarily about the ability to communicate under pressure. Many experienced negotiators lose their position not because of weak arguments, but because they cannot assertively set boundaries or respond to manipulation without escalating conflict.

Communication and assertiveness in negotiations is a one-day EITT training, available in on-site or remote format. The program is designed for professionals with negotiation experience — sessions are based on intensive simulations and practical exercises with immediate feedback from the trainer.

Key topics covered include:

Assertively expressing positions in negotiations
Boundary-setting techniques without damaging relationships
Recognizing and neutralizing manipulation
Managing emotions in difficult conversations
Building negotiation authority

Why choose this training?

Assertiveness in negotiations is a competency that can be systematically developed. This training combines proven assertive communication models with the realities of business negotiations — participants practice on scenarios involving price pressure, emotional manipulation, and deadlock situations. Each participant receives individual feedback on their negotiation style.

What sets our approach apart?

Negotiation simulations with pressure elements — participants practice assertiveness in conditions close to real negotiations
Recording analysis — the opportunity to see yourself in the negotiator role and consciously correct behaviors
Anti-manipulation toolkit — specific tools ready to use from the very next day
Individual assertiveness profile — each participant learns their strengths and areas for development

After completing the training, participants can negotiate from a partnership position — firmly but without aggression, effectively defending their interests while maintaining the business relationship.

Benefits

The participant will develop the ability to assertively express positions in business negotiations
Will master boundary-setting techniques without damaging relationships with the other party
Will learn to recognize and neutralize manipulation techniques used in negotiations
Will develop the ability to manage their own emotions in stressful negotiation situations
Will gain tools for building authority and credibility at the negotiation table
Will be able to negotiate from a partnership position while maintaining firmness
Will master de-escalation techniques and responses to psychological pressure

Who is this training for?

Business negotiators looking to strengthen their assertiveness in commercial discussions

Managers conducting negotiations with clients, suppliers and partners

Procurement specialists negotiating contract terms

Sales professionals and Key Account Managers working with demanding clients

Team leaders managing difficult internal conversations

Lawyers and mediators developing negotiation competencies

Entrepreneurs conducting negotiations with investors and contractors

Professionals preparing for important business negotiations

Prerequisites

Basic experience in conducting business negotiations
Knowledge of interpersonal communication fundamentals
Willingness to actively participate in exercises and simulations

Training program

Assertiveness vs aggression vs passivity — recognizing your own style
Assertive communication model in the negotiation context
Expressing your position — broken record technique and I-statements
Building credibility through verbal and non-verbal consistency

Saying no without escalating conflict
Defending your interests while maintaining the relationship
Assertive response to time and emotional pressure
Establishing non-negotiable boundaries (BATNA)

Recognizing manipulation techniques in negotiations
Neutralizing manipulation — countermeasure techniques
Responding to bluff, threats, and emotional blackmail
Maintaining control under psychological pressure

Emotional self-regulation in difficult conversations
De-escalation techniques between parties
Reading the other party's emotions and responding appropriately
Maintaining professionalism under pressure
Strategic breaks — when and how to use them

Positioning yourself as a partner, not a supplicant
Body language that builds authority at the negotiation table
Influence techniques without manipulation
Assertive closing of negotiations

Delivery Methods

Online

Convenience of participating from anywhere
Interactive live sessions with trainer
Materials available for 30 days
No travel costs

On-site

Direct contact with trainer and group
Intensive hands-on workshops
Networking with other participants
Full focus on learning

Training Topics

Frequently asked questions

What are the prerequisites for this training?

This training is at the intermediate level. We expect participants to have basic experience in conducting business negotiations, knowledge of interpersonal communication fundamentals, and willingness to actively participate in exercises and simulations.

What is the format and duration of this training?

The training lasts 1 day and is available in online and on-site format. The program is based on workshops and negotiation simulations, supplemented with theoretical elements.

Who is this training designed for?

This training is designed for business negotiators, managers, procurement specialists, sales professionals, and anyone conducting negotiations who wants to strengthen their assertiveness and effectiveness at the negotiation table.