Many negotiations stall or collapse not because the issues are unsolvable, but because people default to positions under pressure. In this session, participants experience how assumptions about fairness, deadlines, and competition shape negotiation behavior — often limiting outcomes for both sides. Through a series of interactive exercises, this session highlights how preparation, alternatives, and interests influence decision-making long before parties sit at the table. Participants will explore practical ways to move beyond win–lose thinking, identify value-creating opportunities, and make more deliberate choices that lead to stronger outcomes and more sustainable agreements.

Key takeaways:

• Participate in an interactive session that will provide practical tips, tools, and strategies for negotiation.
• Learn a process that helps to implement value-creating strategies that transfer to account management situations.