In this Masterclass, participants will explore in a structured and practical way the main levers of effective negotiation in complex environments characterised by pressure, uncertainty and conflicting interests.

The day will focus on developing the key capabilities required to manage difficult negotiations, understand counterpart behaviours and guide conversations towards sustainable solutions while avoiding escalation and deadlocks.

Through a practical and experiential approach, Martin Richards, former Chief Superintendent of the Metropolitan Police of the United Kingdom and for many years international coordinator for hostage and crisis negotiations, will combine operational frameworks, simulations and exercises aimed at developing tools that participants can immediately apply within their professional context.

In particular, participants will explore how to:

• develop greater awareness of their own negotiation styles and of the dynamics influencing counterpart behaviours
• use practical tools to manage dialogue, keep conversations open and reduce resistance and escalation, from the strategic use of silence to conversation framing techniques
• apply active listening, empathy and questioning techniques to better understand interests and build trust-based relationships
• leverage influence, assertiveness and risk management techniques to guide decisions, define clear boundaries and avoid negotiation deadlocks in more complex situations.

An opportunity to strengthen negotiation capabilities and increase effectiveness in managing high-impact critical conversations.

Further information will follow.