Changing the Game: Negotiation & Competitive Decision-Making

Negotiation and competitive decision-making are no longer isolated skills—they are core strategic capabilities that define organizational success in complex and high-pressure environments. Today’s leaders, managers, and negotiators operate in markets characterized by uncertainty, rapid change, information asymmetry, and increasingly sophisticated competitors. Traditional negotiation tactics and intuitive decision-making approaches are often insufficient to secure sustainable outcomes in such environments.

This training course is designed to fundamentally shift how participants approach negotiation and decision-making, moving beyond reactive tactics toward a strategic, analytical, and influence-driven mindset. The course integrates advanced negotiation strategies with competitive decision-making frameworks, enabling participants to understand not only how to negotiate, but when, why, and with what strategic intent decisions should be made.

Participants will explore the psychological, strategic, and structural factors that shape negotiation outcomes, including power dynamics, stakeholder interests, incentives, cognitive biases, and competitive behavior. The course also addresses the realities of decision-making under pressure—where time constraints, incomplete information, and organizational risks demand clarity, discipline, and confidence.

Through interactive discussions, real-world case studies, negotiation simulations, and decision-making exercises, participants will develop the ability to anticipate counterpart strategies, manage complexity, resolve conflict, and make high-quality decisions that protect organizational interests while creating long-term value. The course ultimately empowers professionals to change the rules of engagement, influence outcomes proactively, and make decisions that deliver competitive advantage.

By the end of this training course, participants will be able to: 

• Apply advanced negotiation strategies in competitive and high-stakes environments
• Analyze power, interests, and incentives of stakeholders effectively
• Make structured, rational decisions under uncertainty and pressure
• Anticipate and respond to competitive moves and counter-strategies
• Manage conflict, deadlock, and difficult negotiation behaviors
• Minimize cognitive bias and emotional interference in decision-making
• Align negotiation outcomes with long-term strategic objectives

This training course is suitable to a wide range of professionals but will greatly benefit:

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

This training course will utilise a variety of proven adult learning techniques to ensure maximum understanding, comprehension and retention of the information presented. This includes an interactive mixture of lecture-led learning & group discussions.