Executive negotiation courses · ANC-certified trainer
Negotiate smart and effectively.
15 techniques. Real scenarios. Original tools. High-level executive negotiation for General Managers and Project Managers.
- modules
- 6
- techniques
- 15
- editions
- 2
- original tools
- 3
“Prepared as for war, gentle as in peace.”
Who it is for
The GM course is built for real executives
- General Managers
- Founders and co-founders
- C-suite executives
- Senior Project Managers
- Anyone who negotiates at a strategic level
Course structure
6 modules. One goal.
From fundamentals to real scenarios: a complete journey.
Fundamentals
BATNA, ZOPA, interests vs. positions. The negotiation field: Leverage × Information × Time.
15 essential techniques
Anchoring, reframing, bundling, calibrated questions, strategic silence, labelling, mirroring, reciprocity and more.
Psychology and profiles
Cognitive mechanisms, loss aversion, the anchoring effect. 4 negotiator profiles.
6 systematic traps
The mistakes that cost deals: one-sided concessions, self-imposed urgency, negotiating against yourself.
6 real executive scenarios
Co-founders, VC investors, C-suite, contract renegotiation, autonomy vs. holding company, M&A.
Masterclass and principles
The negotiation before the negotiation. Strategic BATNA. 10 anchor proverbs. The negotiator’s axioms.
Original TopRox Project tools
Not just theory. Practical tools.
3 original tools you fill in before any important negotiation.
- Original tool
The invisible currencies map
A template for finding low-cost, high-value currencies of exchange: the ones you have without knowing it.
- Original tool
The concessions matrix
4 strategic quadrants: Golden zone, Negotiate, Neutral and Avoid. Never free, always strategic.
- Original tool
The GM preparation model
A checklist along 3 axes: Leverage, Information, Time. 45–60 minutes that make the difference between an acceptable deal and an exceptional one.
Real scenarios
6 situations from executive life
Each scenario comes with the wrong approach, the right approach and the concrete result.
Conflict between co-founders
Purpose, control and exit in a start-up at Series B.
Negotiating with a VC investor
Dilution terms, a board seat and anti-dilution clauses.
A C-suite package
The full package: salary, bonus, phantom equity, autonomy.
Renegotiating a contract in a crisis
A major client asks for a 20% discount: how to settle at −8% with a longer contract.
Autonomy vs. holding company
How to gain decision-making freedom without appearing to reduce control.
M&A: acquisition terms
Buying a competitor from a seller who is emotionally attached to the business.
Who it is for
The PM course is built for real project managers
- Project Managers
- Programme Managers
- Scrum Masters and Agile Coaches
- Technical Team Leads
- Anyone who manages scope and stakeholders
Course structure
7 modules. Zero scope creep.
From fundamentals to real scenarios: a complete journey.
PM fundamentals
BATNA, ZOPA and the Triple Constraint, the core negotiation tool in PM. Scope, time and cost as currencies of exchange.
15 techniques with PM examples
Anchoring, bundling, conditional offers, labelling: every technique with concrete examples from real projects.
Psychology and EQ in PM
Stakeholder management, reading the room, emotional intelligence applied to working with teams and clients.
4 stakeholder profiles
How to recognise and handle each profile: the sponsor, the client, the internal team, the resistant stakeholder.
6 PM traps
The mistakes that cause scope creep and delays: informal acceptance, no BATNA, self-imposed urgency.
4 real PM scenarios
Scope creep, an aggressive deadline, a resistant stakeholder, contract renegotiation: step-by-step strategies.
PM masterclass
Continuous negotiation in projects. Negotiating scope and timeline. The advanced level.
Original TopRox Project tools
Not just theory. Practical tools.
3 original tools you fill in before any important negotiation.
- Original tool
Triple Constraint Negotiation
Scope, time and cost as negotiation tools. If one changes, you have the right and the duty to negotiate the other two.
- Original tool
The PM currencies map
Timeline, backlog priority, visibility, resources, risk taken on, scope flexibility: the invisible currencies of a PM.
- Original tool
Scope negotiation checklist
A template for any scope or deadline negotiation with stakeholders. BATNA, ZOPA and currencies prepared before the meeting.
Real scenarios
4 situations from life as a PM
Each scenario comes with the wrong approach, the right approach and the concrete result.
Uncontrolled scope creep
The stakeholder informally adds new features: how to turn every request into an explicit trade.
An aggressive client deadline
The client asks for an impossible delivery: how to negotiate an MVP plus a phase 2 without losing the project.
A stakeholder who resists change
How to win over a stakeholder who is blocking critical decisions.
Renegotiating the contract mid-project
Conditions changed halfway through: how to renegotiate without damaging the relationship.
“A wise person does not end the negotiation at the signature. They start it again the next day.”
The LIT model (Leverage × Information × Time): the complete strategic framework, an original TopRox Project tool.
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- OfficeSibiu, Romania
- Office hoursMonday – Friday, 09:00 – 18:00 (CET)
The first consultation is free