Unstructured negotiation processes
Many negotiations are still conducted reactively, without systematic preparation around strategy, negotiation dimensions, limits, or concession plans.
Communication, Marketing and Sales
Negotiation Toolkit
Maximize your negotiation capabilities to drive stronger results.
next edition Nov 9, 2026
duration 24 hours
study mode In-person
language Portuguese
investment €1,900
why this program?
Negotiation has become more demanding and less compatible with instinct-driven decisions.
Limited decision-support tools
A lack of supporting models makes it harder to prepare scenarios, make decisions at each stage of the negotiation, and follow up on agreements.
Emotional management under pressure
Resilience and the ability to manage emotions are critical to maintaining clear thinking and negotiating power in demanding situations.
Underdeveloped nonverbal communication skills
The ability to read body language and microexpressions is still underdeveloped, despite its relevance to perceptions of credibility and intent.
AI not yet fully integrated into negotiation
The potential of artificial intelligence is not always explored in a structured way or integrated strategically throughout the negotiation process.
who is it for?
Different backgrounds, shared challenges
Managers with cross-functional negotiation responsibilities
Professionals who, regardless of functional area or seniority, want to strengthen the way they approach negotiation and improve the outcomes of the negotiation process.
Senior and middle managers
Responsible for cross-departmental negotiations or organizational transformation processes that require alignment across different interests.
Procurement and Account Management professionals
Professionals who regularly negotiate with customers and suppliers, balancing price, terms, value, and relationships.
Project Managers
Responsible for managing expectations and reaching agreements with multiple internal and external stakeholders.
what you will develop
Knowledge that translates into practice
Negotiation Strategy
Structure negotiations from preparation through agreement, defining strategies, interests, limits, and areas of convergence.
Preparation and Decision-Making
Use tools and models that bring greater rigor to scenario preparation, concession planning, and negotiation decisions.
Persuasive Communication
Build arguments around interests, value creation, and cooperation between the parties.
Emotional Regulation
Strengthen resilience and maintain clear thinking, composure, and influence under negotiation pressure.
Body Language
Recognize nonverbal signals and microexpressions that help interpret behavior and strengthen communication.
AI in Negotiation
Integrate generative AI across the different stages of negotiation to support preparation, anticipation, and decision-making.
why pbs?
4 reasons to choose this program
From preparation to agreement
The program approaches negotiation as a complete process, connecting preparation, discussion, proposal, and agreement, with tools and criteria to support each stage.
AI applied to real decisions
AI is integrated into practical exercises and concrete decisions throughout the negotiation process, helping participants prepare scenarios, anticipate alternatives, and make better-informed choices.
Real challenges as a starting point
Cases brought by participants are used in role plays and feedback sessions, connecting the learning experience directly to the negotiation challenges they face in their professional context.
Individualized development
Mentoring, the Personal Negotiation Roadmap, and the negotiation style assessment help each participant identify strengths and define concrete development priorities.
expected impact
Outcomes that translate into value
For you
Greater rigor throughout the negotiation process, from preparation through follow-up, supported by tools that strengthen decision-making and value creation.
Greater ability to manage pressure and influence by strengthening mental preparation, emotional regulation, and the attitudes that shape negotiation outcomes.
Practical integration of generative AI into negotiation through an approach that can be replicated across the different stages of the process.
Greater awareness of your negotiation style, identifying strengths and development opportunities through an individual assessment.
For your organization
Greater effectiveness in structured negotiations focused on value creation.
Greater consistency and efficiency across the negotiation process through a shared approach to its different stages.
Stronger negotiation processes across functions, contributing to a more collaborative organizational culture.
Greater anticipation and rigor in decision-making through the strategic use of AI.
Apply to the Negotiation Toolkit
Start applicationCustomize this program for your team
Contact our Corporate Solutions team
international recognition
Rankings that reinforce results.
Financial Times
Executive Education 2026 Worldwide
testimonials
Success stories from our Alumni
Carolina Bugalho
Sales Representative, Medtronic
“Negotiation is part of many of the challenges I face every day, and this program allowed me to deepen my knowledge and develop practical tools that I can apply more consciously and effectively.
One of the aspects I valued most was the balance between theory and practical application. The program gave me a more complete view of the negotiation process and reinforced the importance of preparation, communication and relationship management.”
Translated from the original Portuguese.
Pedro Almeida
Sales Manager, Iberinform Internacional
“By taking part in the Negotiation Toolkit, we have the opportunity to reinforce some of the concepts we learn through our professional experience, but above all we are challenged to question everything we thought we were already doing well and discover new ways to achieve success with better performance and results.
The Negotiation Toolkit helped me prepare better for interactions with my business partners and achieve better results in less time.”
Translated from the original Portuguese.
learning journey
Negotiation Toolkit Journey
Across 24 hours, the program develops different dimensions of the negotiation process, combining structure and preparation, the use of AI, applied practice, emotional management, and behavioral insight.
– The Negotiation Process: From Preparation to Agreement
Structure the negotiation process from preparation through agreement by defining strategies, limits, and concession plans, identifying the interests of each party and areas of convergence, and building proposals focused on value creation and cooperation.
Topics
- Preparation — strategies and tactics, negotiation dimensions and limits, scenarios and concession plans
- Discussion — appreciative questions, active listening, interests, and areas of convergence
- Proposal — argumentation, interests, and concession management
- Agreement — value creation, trust, and cooperation
6 hours · Isabel Paiva de Sousa
– Artificial Intelligence and Strategic Negotiation
Explore the value of AI across the different stages of the negotiation process through practical exercises using generative AI models.
3 hours · Daniel Pereira
– Negotiation Role Play with Feedback
Apply the different stages of the negotiation process through simulations built around participants’ real negotiation cases, with individualized feedback on performance, negotiation style, strengths, and development opportunities.
8 hours · Isabel Paiva de Sousa
– Resilience and Emotional Management in Negotiation
Develop resilience and emotional management to maintain clear thinking and negotiating power under pressure.
3 hours · Isabel Paiva de Sousa
– Body Language in Negotiation
Recognize nonverbal signals and microexpressions to interpret intent and strengthen communication at the negotiating table.
4 hours · Rui Mergulhão Mendes
how you will learn
Immersive learning
Role play with real cases
Simulations are built around negotiation situations brought by the participants themselves, allowing them to apply the negotiation process to real challenges from their professional context.
Personal Negotiation Roadmap
Throughout the program, each participant builds a personalized roadmap to guide the development of their negotiation capabilities, supported by individual mentoring.
Negotiation Style Assessment
At the end of the program, each participant receives an individual assessment of their negotiation style, together with personalized development recommendations.
Peer feedback and learning
Feedback during role-play sessions exposes participants to different negotiation styles and strategies, enriching individual learning through the perspectives and experience of their peers.
faculty
Program direction
Isabel Paiva de Sousa is a People Management Consultant with more than 30 years of corporate experience leading and negotiating across consulting, industry, and retail environments. She specializes in culture, values, and leadership. She is also a mentor, speaker, and researcher in Positive Psychology and Corporate Well-Being. She is Program Director and faculty member at […]
Faculty
LinkedIn — Daniel PereiraDaniel Pereira
Daniel Pereira is a Senior Manager at LTPlabs, a management consulting firm specialized in Business Analytics. Over the past seven years, he has participated in and led analytical transformation programs, particularly in Supply Chain and Marketing/Sales projects. In this context, he has collaborated on more than 40 projects with companies across various sectors, including Retail, […]
LinkedIn — Isabel Paiva de SousaIsabel Paiva de Sousa
Isabel Paiva de Sousa is a People Management Consultant with more than 30 years of corporate experience leading and negotiating across consulting, industry, and retail environments. She specializes in culture, values, and leadership. She is also a mentor, speaker, and researcher in Positive Psychology and Corporate Well-Being. She is Program Director and faculty member at […]
LinkedIn — Rui Mergulhão MendesRui Mergulhão Mendes
Certified trainer in Body Language and Microexpressions by the Body Language Institute (Washington, D.C., USA) and the Center for Body Language (Belgium). Co-founder of Emotional Business Academy, he develops specialized training in behavioral reading, credibility detection, and nonverbal communication, with programs applied to areas such as Negotiation & Sales, Corporate & Executive Leadership, Justice, and […]
INVESTMENT & TERMS
Prepare your application
Admission is subject to seat availability, so we recommend completing your application as early as possible.
- early bird 5% discountUp to 1 month before the program starts€1,805 Save €95
- last call Base priceUp to 1 week before the program starts€1,900 Subject to availability
Admissions Team
Meet our Admissions team
Get answers to your questions, assess how the program fits your professional journey, and learn about the application process, schedule, investment, and next steps.
negotiation toolkit
The next edition starts on November 9. Your decision starts now.
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