Enhanced Negotiating Strategies

About the Course:

"The courses I attended taught me how to mobilize language and send it into battle."

Lawrence Davies
British Telecom

"I thoroughly enjoyed attending the ISN courses. Great insights from business, politics and history were shared. The ISN courses tremendously improved my negotiating skills."

Michael Gorman, CEO
Corus Homes

This two-day seminar discusses the most intense negotiating strategies and tactics allowed without violating Articles of the Geneva Convention. Best practices for all stages of negotiations — due diligence, initial meeting management, opening offers, concessions management, closings and renegotiations — will be discussed. Case studies of groundbreaking negotiations such as those managed by Elon Musk, Jack Ma (Alibaba), Jeff Bezos (Amazon), John Mackey (Whole Foods), Ted Turner, Wayne Huizenga (Blockbuster Video), Sabeer Bhatia (Hotmail), Donald Trump, Eminem, Van Halen, Lady Gaga, and the Girl Scouts will be dissected.

All attendees receive a complimentary copy of David Wanetick's new book "The Strategic Negotiator".

Among the issues to be discussed in this seminar are:

  • Pre-negotiation due diligence and competitive intelligence
  • Assessing personalities of opponents to determine vulnerabilities
  • Negotiating before you get to the table
  • Winning points by demanding pre-conditions
  • How to fractionalize the other side
  • When to sell via direct negotiations vs. competitive bidding
  • When it is rational to behave irrationally
  • Emasculating giants by activating outside coercers and conflicting out key players
  • How to delegitimize unfavorable agreements
  • Redefining terms to achieve buy-in of your position
  • Best practices for unwinding ultimatums
  • How to "lie" when telling the truth
  • How weak players can gain leverage through allies
  • How to shut down negotiations when favorable terms are reached
  • Lessons from terrorist interrogators, car salesmen, Machiavelli and Sun Tzu

This session will delve into methods to neutralize common negotiating tactics such as:

  • The Circular Saw
  • Scorched earth
  • Exploding offers
  • Glass housing
  • Damsel in distress
  • Lazy lawyer
  • The Moonwalk
  • Power of precedent
  • Contract archeology
  • Predatory graciousness
  • Advanced eulogy
  • Signal jamming
  • Emotional pincer movement
  • Malicious obedience
  • Negotiating behind human shields
  • Negotiating from the grave

Among the invaluable take away lessons from this seminar are:

  • How to score points before the negotiations begin
  • How to minimize your concessions
  • How to emasculate powerful counterparts
  • How to delegitimize unfavorable agreements
  • How to quickly shut down unfavorable negotiations
  • How to gain leverage by aligning with allies

Case studies in this course hail from:

  • Elon Musk
  • Steve Jobs
  • The Rolling Stones
  • Donald Trump
  • Mark Zuckerberg
  • Lady Gaga
  • Michael Jackon
  • Sun Tzu
  • Machiavelli
  • David Beckham
  • Ronald Reagan
  • Terrorist interrogators
  • Eminem
  • Warren Buffett

All sessions run from 9:00 am to 5:00 pm on both days.

Date / Location

Philadelphia, PA – October 9 - 10, 2017

Silicon Valley, CA – October 19 - 20, 2017

Houston, TX – October 26 - 27, 2017

San Diego, CA – November 9 - 10, 2017

Bangkok, Thailand – November 20 - 21, 2017

Singapore – November 27 - 28, 2017

Atlanta, GA – December 14 - 15, 2017

London, UK – January 8 - 9, 2018

Brussels, Belgium – January 15 - 16, 2018

Course Length: Approx. 16.0 hours


Register for the Enhanced Negotiating Strategies course and receive the instructor’s 800-page book, The Strategic Negotiator: A Manual for Negotiating at the Elite Level, free of charge.


Course Level: Master Negotiator


LevelDesignation / CertificationCriteriaCost
Level 3Master NegotiatorLevel 2 plus 6 Elective Webinars$3,785
Listen to any 6 of more than 80 Elective Webinars produced by the Institute for Strategic Negotiations. You will need to submit the codes provided during the webinars to verify your having listened to the selected webinars.
Date / LocationCourse Fee

Course Level: Certificate of Excellence


LevelDesignation / CertificationCriteriaCost
Level 2 Certificate of ExcellenceLevel 1 plus Pass Exam$2,790
This open-book Exam is a series of true/false, matching and multiple choice questions with a few short answers. The minimum threshold for passing the Exam is 70%. The Exam must be passed within six months of attending the Enhanced Negotiating Strategies course. It is recommended that you pay for the Exam and Course simultaneously. The cost of the Exam by itself is $375.
Date / LocationCourse Fee

Course Level: Certificate of Completion


LevelDesignation / CertificationCriteriaCost
Level 1 Certificate of CompletionAttend the Enhanced Negotiating Strategies Course$2,495
This course is the cornerstone of all Institute for Strategic Negotiations’ certifications. More information—including course dates and locations—about the Enhanced Negotiating Strategies course is available here. If you need assistance registering for a course, please contact info@bdacademy.com or 609-919-1895 ext. 100.
Date / LocationCourse Fee

Have more questions? Please contact Neomi Barazani at 609-919-1895 ext. 100 or at info@bdacademy.com.

This course is cross marketed with Negotiating With Numbers.