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Description

Complex Negotiations: Framing Multiple Stakes, Aligning Internally and Closing

Two days to lead negotiations involving several counterparts, several stakes and several rounds

  • 2 days — 14 h
  • In-person or virtual
  • All levels
  • Up to 6 participants

Some negotiations are settled neither in a single meeting nor with a single counterpart. Several functions on the client side intervene at different moments, applying criteria that contradict one another. On the seller's side, operations, legal and senior management must validate concessions agreed in the room.

These 14 hours of training address negotiations with multiple stakes and successive rounds. They differ from a standard negotiation course through their focus on internal coordination and on the duration of the process. Participants build a stakes matrix, prepare their trade-offs counterpart by counterpart and organise the internal validation of concessions.

Learning objectives

  • Map the stakeholders and their respective decision criteria
  • Build a matrix of stakes and room for manoeuvre by topic
  • Prepare negotiable trade-offs tailored to each counterpart
  • Organise the internal validation of intended concessions
  • Conduct a negotiation that unfolds over several sessions
  • Secure an agreement whose terms commit several departments

What makes this programme different

A multi-round simulation run across the two days with allocated roles
A stakes matrix built on a live deal brought by a participant
Work on the negotiation mandate and on its internally validated limits

Programme

1Mapping the Negotiation

Who negotiates what, and against which criteria

  • Identifying stakeholders and their real influence
  • Decision criteria specific to each function
  • Process timeline and mandatory checkpoints
  • Fallback options available to each party

2Stakes and Trade-Offs

Knowing what can be exchanged

  • Prioritising the topics to be negotiated
  • Defining floor limits and walk-away points
  • Building trade-offs topic by topic
  • Internal mandate and the level of delegation granted

3Managing Successive Rounds

Sustaining the process without conceding out of fatigue

  • Opening and framing each session
  • Handling requests raised outside the meetings
  • Managing concessions accumulated from one round to the next
  • Restarting after an interruption in the process

4Internal Coordination and Closing

Making the agreement hold after signature

  • Informing and arbitrating with the internal functions concerned
  • Recording points of agreement session by session
  • Checking feasibility before any commitment
  • Handing over the agreement to the delivery teams

Who is it for

Business development managers, key account managers, project leaders, sales professionals and executives engaged in multi-party negotiations.

Prerequisites

Prior experience of conducting commercial negotiations.

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.