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LM-012

Changing the Game: Negotiation & Competitive Decision-Making

Intensive 5-day course · English, Arabic & European languages

Senior executives and commercial managers learn how to handle complex negotiations over five days. The programme covers power dynamics, cognitive bias and strategy in high-pressure decision-making. Delegates explore techniques for resolving deadlock and managing conflict, leaving with the skills to secure better outcomes while protecting their organisation's long-term interests.

Classroom

Public courses in our cities

  • 26–30 Oct 2026London£3,360 + VAT
  • 26–30 Oct 2026Riyadh£4,200 + VAT
  • 9–13 Nov 2026Vienna£3,400 + VAT
  • 23–27 Nov 2026Doha£4,200 + VAT
  • 14–18 Dec 2026Barcelona£3,080 + VAT
  • 28 Dec – 1 Jan 2026Abu Dhabi£4,200 + VAT
Show 24 more dates
  • 4–8 Jan 2027Istanbul£2,280 + VAT
  • 18–22 Jan 2027Sarajevo£3,400 + VAT
  • 1–5 Feb 2027Rome£3,400 + VAT
  • 15–19 Feb 2027Dubai£4,200 + VAT
  • 8–12 Mar 2027Riyadh£4,200 + VAT
  • 22–26 Mar 2027London£3,360 + VAT
  • 12–16 Apr 2027Vienna£3,400 + VAT
  • 26–30 Apr 2027Doha£4,200 + VAT
  • 10–14 May 2027Barcelona£3,080 + VAT
  • 24–28 May 2027Geneva£4,200 + VAT
  • 7–11 Jun 2027Istanbul£2,280 + VAT
  • 21–25 Jun 2027Abu Dhabi£4,200 + VAT
  • 5–9 Jul 2027Rome£3,400 + VAT
  • 19–23 Jul 2027Cairo£2,280 + VAT
  • 9–13 Aug 2027Jeddah£4,200 + VAT
  • 23–27 Aug 2027London£3,360 + VAT
  • 13–17 Sep 2027Vienna£3,400 + VAT
  • 27 Sep – 1 Oct 2027Singapore£4,200 + VAT
  • 11–15 Oct 2027Barcelona£3,080 + VAT
  • 25–29 Oct 2027Muscat£3,080 + VAT
  • 1–5 Nov 2027Istanbul£2,280 + VAT
  • 15–19 Nov 2027Casablanca£2,280 + VAT
  • 6–10 Dec 2027Rome£3,400 + VAT
  • 20–24 Dec 2027Manama£3,080 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

Can't make these dates? We can run this course for your team on dates that suit you. Ask for custom dates · In-house options

Online (live)

With a trainer, on dates to suit your team

This course can be taught live online by a trainer, in English, Arabic or any European language, for one person or a whole team.

£1,850 + VAT

Group discount: 2 delegates 20% · 3 delegates 35% · 5 or more delegates 50%

Special requests

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Changing the Game: Negotiation & Competitive Decision-Making

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Course overview

In modern markets, leaders face unpredictable change, aggressive competitors and incomplete information. When managers rely on basic negotiation tactics and intuition, they often struggle to secure sustainable agreements under pressure. Standard approaches fail when counterparties use asymmetric information to their advantage.

This programme looks at negotiation as a core strategic capability rather than an isolated skill. Delegates explore the psychological and structural factors that shape deal-making, looking closely at how power dynamics and cognitive biases affect the final agreement. The sessions examine how to structure choices when time is short and the risks are high.

The schedule covers value creation, managing bargaining power and conflict resolution. Delegates practice handling aggressive counterparts and breaking negotiation deadlocks. The course relies heavily on case studies and simulations, ensuring professionals leave ready to influence outcomes and secure a competitive advantage for their business.

Course objectives

By the end of the course, delegates will be able to:

  1. Apply advanced negotiation strategies in high-stakes environments
  2. Assess the interests and incentives of stakeholders
  3. Make rational decisions under pressure and uncertainty
  4. Respond to competitive moves and counter-strategies
  5. Handle deadlocks, conflict and difficult behaviour during negotiations
  6. Reduce the impact of cognitive bias on decision-making
  7. Align negotiated outcomes with long-term business strategy

Who should attend

This course suits:

  • Senior executives and directors
  • Negotiators and deal-makers
  • Procurement, contracts and commercial managers
  • Business development and sales leaders
  • Project managers and programme leaders
  • Government officials and policy negotiators
  • Entrepreneurs and strategic decision-makers

Training methodology

  • The course instructor presents core concepts during structured lectures.
  • Delegates work through group exercises to embed their new skills.

Daily agenda

  1. Day 1

    Foundations of Strategic Negotiation and Competitive Thinking

    • The evolution of negotiation in competitive markets
    • Using negotiation as a strategic decision-making tool
    • Comparing competitive and cooperative models
    • Identifying underlying motivations and positions
    • Mapping stakeholders to understand power dynamics
    • How information asymmetry affects the final agreement
    • Adapting negotiation styles to the situation
    • Case study analysis of competitive negotiation failures
  2. Day 2

    Competitive Decision-Making Under Uncertainty

    • Making decisions in high-pressure environments
    • The strengths and limits of rational and intuitive decisions
    • Identifying behavioural traps and cognitive biases
    • The relationship between risk perception and decision quality
    • Using structured frameworks for negotiation decisions
    • Assessing trade-offs, opportunity costs and available options
    • Managing timing and commitment in competitive situations
    • Practical exercise on decision analysis
  3. Day 3

    Advanced Negotiation Strategies and Tactical Excellence

    • Strategies for creating and claiming value
    • Designing a competitive negotiation strategy
    • Navigating asymmetric negotiations and power imbalances
    • Managing bargaining power and strategic concessions
    • Dealing with hardball tactics and aggressive counterparts
    • Finding ways to break negotiation deadlocks
    • Managing negotiations with multiple parties and issues
    • Simulation of a high-stakes competitive negotiation
  4. Day 4

    Influence, Psychology and Conflict Management

    • The psychology of persuasion and influence
    • Applying emotional intelligence to decision-making
    • Managing resistance and difficult personalities
    • Communication strategies for high-impact negotiations
    • Building credibility, trust and reputation
    • Managing cross-border and cultural differences
    • Making ethical decisions in competitive situations
    • Case study on ethics and long-term consequences
  5. Day 5

    Integrating Strategy, Negotiation and Decision Excellence

    • Connecting negotiated outcomes to organisational strategy
    • Scenario planning and competitive intelligence
    • Preparing for complex real-world negotiation cases
    • Using post-negotiation analysis for continuous improvement
    • Building capability within teams and the wider organisation
    • Making leadership decisions in competitive environments
    • Creating a personal action plan for future negotiations
    • Final simulation covering the end-to-end strategic process

Certificate

Every delegate who completes the course receives an ARUK Training Certificate of Attendance.

Frequently asked questions

How do I register?

Choose a date and city in the schedule and press Register, or send us an enquiry. Our team confirms your place and sends an invoice.

Are fees shown with VAT?

Fees are shown per delegate and exclude VAT, which is added to the invoice where applicable.

Can this course be delivered for our team only?

Yes. Any ARUK course can be delivered in-house at your premises, in a meeting room we book for you, or 1-to-1.

Is this course available online?

Yes. We run it live online with a trainer, on dates that suit your team, for £1,850 + VAT per delegate.

Is there a group discount?

Yes. 20% for 2 delegates, 35% for 3 delegates and 50% for 5 or more delegates on the same course.

Can the course be delivered in Arabic or another language?

Yes. Our courses can be delivered in English, Arabic or any European language, by a trainer who teaches in that language. Mention your preferred language when you register or enquire.

What certificate will I receive?

An ARUK Training Certificate of Attendance.

Related courses

Register

Changing the Game: Negotiation & Competitive Decision-Making

Key booking terms (read before you register)
  • The full fee is paid in advance, before the course starts.
  • Cancel in writing 30 or more days before the start date (45 for in-house) for a refund. Later than that, the full fee is payable.
  • No refund for non-attendance or partial attendance.
  • Places are for the named delegate only; another person cannot attend instead.
  • Moving to another date or city is only possible if ARUK agrees in writing.
  • Travel, accommodation and visas are your responsibility. A refused visa does not change the cancellation terms.

booking terms and conditions

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Changing the Game: Negotiation & Competitive Decision-Making