09 Oct. NEW in October 2025! C-TO-BE Negotiation Intelligence: Negotiating in Complex Situations with the 3-Tier Approach

“By failing to prepare, you are preparing to fail.”Most negotiators would readily agree with Benjamin Franklin on this point – at least in theory.

Negotiation is part of everyday business. Yet things become truly challenging when situations grow complex – multiple parties, time pressure, or unclear interests. This is where a strategic approach becomes essential. With our 3-Tier Approach, we provide companies with a structured framework that brings clarity, confidence, and efficiency to complex negotiations.

Tier 1: Capabilities – Skills That Make the Difference

Everything starts with the right skill set. Without a solid foundation of negotiation-specific competencies – from communication techniques and tactics to de-escalation methods – even the best preparation remains incomplete. In our trainings, participants learn how to:

• Identify interests behind positions
• Systematically develop options
• Communicate with clarity and empathy
• Handle difficult partners and challenging situations

These capabilities are the essential tools on which everything else is built.

 

Tier 2: Standard Operating Procedures – Structure in Preparation

Complexity requires structure. That’s why we work with our clients to develop Standard Operating Procedures (SOPs) that standardize the preparation process for negotiations.

This provides three key advantages:

• Consistency – Everyone on the team prepares following the same clear structure.
• Effectiveness – Quality through consolidated pre-work.
• Transparency – Every step is documented and traceable.

From stakeholder analysis and BATNA definition to scenario planning – the SOP ensures that no critical aspect is overlooked.

 

Tier 3: AI – Next-Level Negotiation Efficiency

The third layer brings negotiation into the future: Negotiation Intelligence powered by AI.
Artificial intelligence already enables more data-driven and efficient negotiations through:

• Analysis of conversation transcripts and emails to identify patterns
• Simulations of different negotiation scenarios
• Real-time support for argumentation and strategic decision-making

The result: a hybrid model where human intuition and empathy combine with technological precision.

 

C-TO-BE Negotiation Intelligence: Confidence, Structure & Efficiency

Complex negotiations demand more than quick wit. With our 3-Tier Approach – Capabilities, SOPs, and AI – we create a comprehensive system that empowers teams to act confidently under pressure and achieve sustainable results.

Interested? Get in touch with us – we’d be happy to introduce our approach and tools.
Dr. Markus Rarbach and Jutta Portner

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