Value-Driven Negotiation & Problem Solving
Close Deals. Protect Your Bottom Line.
A hands-on simulation workshop designed to help leaders prepare for high-stakes negotiations, achieve outstanding results even from positions of limited leverage, and uncover opportunities to create greater value for both their organization and negotiating partners.
This is a practical workshop designed to help you and others develop your negotiation, communication and problem-solving skills above and beyond your current level.
Through interactive role plays and practical simulations, participants learn that successful negotiation is about far more than claiming value. They develop the judgment to know when to compete, when to collaborate, and when combining both approaches creates better outcomes than either strategy alone.
Maximize Value
Neutralize Aggression
Build Trust
Course Objectives
By the end of the sessions you will be able to:
- Develop the judgment to know when competitive, collaborative or blended negotiation strategies will produce the strongest outcome.
- Prepare for high-stakes negotiations for maximum benefit to avoid leaving revenue on the table.
- Know when to walk away, when to create additional value, and how to achieve favorable outcomes even when your formal leverage is limited.
- Effectively confront bad behavior or deception without putting the other party on the defensive.
Ben’s character, experience, and intellect are uniquely suited to foster a fertile experiential learning environment. I was confident in my Negotiation and Change mgmt. abilities going in, but had much more to learn with Professor Dunford to thank for that.
Alexander Lange
President of ABN AMRO Capital Markets (USA) LLC Chief representative of Rep. Office ABN AMRO Bank N.V.
Course Outcomes
- Shift your perspective from simple buying/selling to identifying pie-expanding, high-ROI opportunities.
- Confidently shift between competitive and collaborative negotiation styles, using each deliberately rather than relying on a single approach.
- Gain advanced skills to detect lying, spot manipulation, and shield your organization from bad-faith actors.
- Adapt your negotiation strategy across cultures, industries and varying power dynamics.
- Understand how emotional intelligence impacts problem-solving and learn to restore trust inside and outside your business.
- Apply advanced negotiation frameworks to complex situations where influence matters more than formal authority.
- Recognize when apparent power imbalances can be overcome through preparation, creativity and strategic problem-solving rather than positional authority.
I appreciated the approach Ben took in his class of combining the theoretical details with a practical negotiation exercise. While still in a classroom environment, it created a competitiveness using the tools and methods learned before. I still use those tools in everyday work and private negotiations.
Christian Eitel
Head of Global Product Management, Bucher Hydraulics, Baden-Wurttemberg Germany
Make Learning Stick
Οrganizational change doesn’t happen in a single workshop. Every program is designed to reinforce learning, sustain momentum and turn action plans into lasting behavioral change.
360° Assessments
Measure strengths, identify blind spots and establish a clear baseline for individual and team development.
Executive & Team Coaching
Support leaders and teams as they apply new skills to real organizational challenges.
Team Facilitation
Guide critical conversations, improve collaboration and help teams navigate difficult decisions together.
Difficult Conversations
Facilitate constructive dialogue to address conflict, rebuild trust and remove barriers to progress.
Leadership Accountability
Create clear commitments, accountability and ownership so agreed actions become measurable results.
Implementation Reviews
Structured follow-up sessions to evaluate progress, overcome obstacles and prevent teams from slipping back into old habits.
Research consistently shows that without structured follow-up, even the most successful workshops lose momentum. Benjamin’s programs are designed not only to inspire change, but to help organizations sustain it.
Whether you need a high-impact one-hour keynote, a focused two-day intensive or a multi-week implementation program, this curriculum is tailored to your organization’s size, timeline and strategic priorities. Ongoing executive coaching, team facilitation and implementation support are also available to help organizations sustain momentum long after the workshop concludes.
Thank you for your trust
