RETORIKA - Tatjana Zidar Gale s.p.

Negotiations II

(Become a decisive and confident negotiator)


Negotiations demand efficient two-way communication where compromise is not the principal goal. The key is to find a mutual solution. For this reason any kind of positional bargaining should give way to principled negotiations. This is particularly the case in conflict situations when, for example, the opposing side has breached an agreement, or is employing unfair tactics during negotiations, e.g. attempting to pin the guilt for the current state of affairs on you, etc. What do you do? The best is to be goal-oriented, i.e. seek to achieve mutual satisfaction with the outcome, while maintaining, or even improving, relations with the other side.

Verbal communication does not suffice, you need to develop assertive body and voice language, and learn to relax during negotiations. Unpleasant feelings will, more often than not, result in uncontrolled reactions. It is vital that you know how to relax when feeling uncertain, powerless, frustrated, etc. Only if you can calm down your body and your voice, control your thoughts and feelings, will you be able to change your behaviour and thus your communication and negotiation power.




  • What messages do we convey with body and voice language?
  • Our thoughts are not conveyed solely by words – their true meaning is instilled by our body and voice (words can lie, but the body and voice tell the truth)
  • Sharing the same wavelength with your interlocutor
  • Relaxation techniques which help us to overcome an unpleasant or stressful situation during negotiations



  • What should you do if the other side starts using manipulative tactics and refuses to negotiate honestly?
  • Detecting interlocutor’s tactics and responding accordingly (salami-slicing, give-and-take, good and bad guys, “Aha, and there’s one more thing”, a sudden twist, a false deadlock, Morton’s tactics, etc.)
  • What should you do if you become tempted to manipulate the other side and to steer negotiations towards positional bargaining?
  • Breaking the deadlock in negotiations


  • Every problematic exchange is a combination of three types of exchange:
  • the “what happened” exchange (truth, purpose and guilt)
  • an exchange about emotions
  • an exchange about identity
  • Distinguishing and approaching them efficiently


  • Transforming opposition into cooperation
  • Five negotiating obstacles
  • (our negative responses, interlocutor’s emotions, interlocutor insists on his/her point of view, interlocutor’s dissatisfaction and power)
  • Overcoming obstacles and resuming negotiations
  • Argumentation techniques
  • (the devaluation technique, the feigning support technique, the overtaking technique, the turn technique, etc.)

GOALS – Benefits for participants

  • You will learn how to encourage the other side to make a shift from opposition to co-operation.
  • You will be able to control and detect non-verbal communication messages (body and voice).
  • You will learn relaxation techniques that will help you to relax and take control over yourself and you reactions.
  • You will learn to lead negotiations in conflict situations (how to talk about what has caused the situation).
  • You will recognise and detect manipulative negotiation techniques, and learn to take over the power with which your interlocutor wants to subdue you.
  • You will design your action plan to improve your negotiation strategies (Where am I now? Where do I want to go? What’s my goal and what do I need to get there?).


Personal coaching and therapy


+386 1 437 23 33
(01) 437 23 33

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