Afi U. masterclass

Negotiation and Influence

With Niro Sivanathan
Professor of Organisational Behaviour at the London Business School.

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Start date

September 23, 2024 | Montreal

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Duration

2 days

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Fee

$ 4,650

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Master the art of negotiation

Unleash the master negotiator in you, and discover how to think, strategize, implement and conduct negotiations. Brick by Brick, you will be transformed into a dynamic and agile principled negotiator, who leverages the science of negotiations and Influence to achieve superior outcomes.

This masterclass is taught by Niro Sivanathan, Professor at London Business School, who has guided hundreds of leaders through numerous high-stakes and strategic negotiations. In this immersive, highly interactive microprogram, you will learn proven approaches to achieving concrete results, best practices and strategies to give you a critical edge at the bargaining table.

This microprogram by Afi U. represents a rare opportunity to take part in a class that has received an average rating of 9.8/10 throughout the world at various executive workshops and at the London Business School.

You will be challenged through real-life negotiation simulations and receive individualized feedback on your performance. You will master complex deal-making negotiations, as well as learn to masterfully resolve disputes, and everything in between.

Our six sessions will focus on negotiation and influence skills - how do we get what we want while growing the pie and leaving our customer/stakeholder satisfied? Through a variety of simulations and cases dealing with negotiations, and influence, we will explore the processes by which leaders can bring value to themselves and their organization.

Selling revolves around emotions. With Niro's guidance, we've mastered the science and art of evoking these emotions to achieve impactful results.

Denis Pichet

CEO at Magnus Chemicals Ltd

Thanks to Niro's teachings, we successfully negotiated our biggest sale to date with excellent terms, all while maintaining a great relationship with the client.

Nancy Simoneau

President & CEO at Le Groupe Simoneau

Ready to elevate your skills?

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Be ready to ...

  • Use interpersonal influence tactics in individual and group settings

  • Build stable coalitions

  • Use cognitive shortcuts and biases to your advantage

  • Secure commitment in a deal

  • Systematically prepare for a negotiation

... and drive immediate value for your organization

  • Leverage the science of negotiations to both create and claim value for your organization

  • Mobilize advanced strategies in negotiations to arrive at win-win deals

  • Boost overall profitability through better deal-making

  • Enhance your organization's reputation

Experience the learning journey
with Afi U.

Intensive learning experiences designed for professionals seeking rapid advancement in a specific field. Immerse yourself in interactive, in-depth learning sessions led by field experts. Leave with practical, adaptable skills ready for immediate implementation in your workplace.

Engage with your masterclass

Learning activities

  • Workshops
  • Case study
  • Reading and preparatory assignments
  • Individual action plan

Science and technology

  • Knowledge reinforcement
  • Practical challenges and action plan follow-up
  • B12 platform to support learning transfer
  • Microsoft environment enabling collaboration 

The community

  • Mixed groups from diverse backgrounds
  • Workgroups with peers in similar roles and functions
  • Preferred access to the Circles by Afi U.

Study plan

Session 1

Simple Two-Party, Distributive Negotiations

  • Preparing for a negotiation.
  • How to secure as much of the pie for oneself as possible.
  • ‘Win-lose’ strategies.

Session 2

Multiple Issue, Integrative Negotiations

  • Complex multi-issue negotiation.
  • Concepts of Pareto efficiency, tradeoffs and scoring systems.
  • ’Win-win’ strategies.

Session 3

Multiple Issue, Advanced Integrative Negotiations

  • Distributive and integrative negotiation strategies.
  • Advanced value creating and integrative negotiation strategies.
  • Growing the pie.

Session 4

Introduction to Influence

  • Take part in a 6-person experiential influence exercise
  • Introduction to the three pillars of influence

Session 5

Cognitive & Psychological tools of Influence

  • Decision-making and the psychology of influence.
  • Tactics and strategies to influence others at the bargaining table and beyond.
  • Cognitive structures such framing, and presentation of information to influence others.

Session 6

Interpersonal & Procedural tools of Influence

  • Principles underlying scientifically proven psychological tactics of interpersonal influence.
  • Social psychological research on attitude change.
  • Procedural tactics: voting strategies and paradoxes that can be utilized to push ideas through.

Meet the expert

Niro Sivanathan

Niro Sivanathan is Professor of Organisational Behaviour at the London Business School. He is a much sought after keynote speaker and executive education trainer at company and industry conferences across the world covering topics such as Influence and Persuasion, Negotiation Strategies & Decision-Making.