Negotiation Technology International Masterclass
Leadership, communication and innovation are words often used these days. Less often is it mentioned how they arise from making relationships productive.
“Business is relationships” – Peter Drucker proclaimed back in the 1960’s. His idea is even more critical today as technology extends what is possible from creative dialogue. But to unlock that potential – on an individual and professional level – we need enhanced communication skills, especially negotiation skills.
Not just bargaining, but systemic use of creative negotiation in order to bring into focus what is possible and desirable through agreement, regardless of the difficulty of the problems at hand and the people and institutions involved.
You are very welcome to our masterclass!
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Marju Unt
Founder and CEO
Estonian Euromanagement Institute
Playing to Win
A unique negotiation skills training programme in the world that empowers you, by giving a model to maximize the outcomes from your communication and transforming your negotiations into learning experiences. It goes far beyond offering standard communication techniques. Employing the latest expert thinking and research, the course provides a strategic and psychological framework – technology – to use in negotiations and as a self-assessment tool for ongoing learning. This builds self-confidence and enables more efficient and rewarding collaboration. Everybody wants to be a member of a winning team.
Programme of the masterclass
Strategic 3-stage model of negotiations:
• Understanding your role as a negotiator
• Typical mistakes which destroy co-operation
• Preparing for negotiations: key elements of plan
• Strategic thinking and expressing
• Criteria for decision-making
• Strategic stages and interim finishes
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Model in practice:
• 7 mighty negotiating tools
• Agenda control and timing
• Gaining hidden information
• Power in negotiations
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Techniques in negotiations:
• Influencing techniques in difficult talks
• Body language
• Leading the game
• Creating dialogue and listening skills
• Using quiet and tough tactics
• Training the techniques
Trainers
Masterclass is led by Michael Gallagher – experienced American lawyer and strategic thinker, founder of Estonian Law Foundation, former director of Tartu University Eurocollege, president of consulting company TakeFive, and Marju Unt, founder and CEO of Estonian Euromanagement Institute. Erle Nõmm, internationally recognized communication trainer, will help you practice situations in negotiations to become more courageous, skilful and self-confident.
Michael Gallagher
Marju Unt
Erle Nõmm
Schedule
Tuesday – Friday, January 6–9, 2026
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January 6, Tuesday 10–18,
January 7, Wednesday 10–18,
January 8, Thursday 10–18
January 9, Friday 10–18
Venue
Emajõe Maja, Emajõe 8, Tartu, Estonia
Registration
Call: +372 51 30146 Marju Unt
Write: marju.unt@icloud.com