Negotiation Technology Masterclass
Most likely, you're viewing our website because a good friend recommended us. Your friend knows you, knows our school's atmosphere, and thinks you'd enjoy coming here.
As an alumnus of our masterclass, your friend recognizes how much you negotiate daily. You're quite the practitioner. And no doubt, you have certain intuitive ideas about what works and what does not. Negotiation technology provides solid support for your experience and helps decide which negotiation style to choose. Moreover, it helps reach decisions in the negotiation process that are solutions for you.
Why Negotiation?
When we started the negotiation technology masterclass in 2000, negotiations were considered a professional domain. Today, everyone talks about collaboration. Colleagues, spouses, neighbors, entrepreneurs, and leaders collaborate. And there is a growing awareness that we often are negotiating without realizing it.
That leads to an important question — in what language is collaboration conducted? The language of negotiation. That's why mastering this language is essential for anyone wanting to become a more inspiring and successful collaboration partner. Excellent negotiation skills are the primary tool for your success story.
Why Technology?
In simpler negotiations, social charm, common sense, and intuition guide you, but complex ones require technology. You can't invent technology yourself! Negotiation technology helps you see solutions that seem impossible to untrained eyes and learn how to implement them.
In the masterclass, you'll understand the negotiation process and system through a powerful model. You'll gain clarity about where you are in the negotiation process and understand what game is being played.
Technology gives you the courage to see potential collaboration opportunities and the skill to initiate them – to start entirely new games. It will also help you spot danger signals to avoid getting into agreements that add no value for you.
Why Masterclass?
The Negotiation Technology Masterclass deserves its name thanks to the master, Michael Gallagher. Michael jokingly says about himself that he worked in a "negotiation factory" where he handled up to 50 negotiations simultaneously. This was when Michael was a partner at a business law firm in Philadelphia. Thanks to this, we can role-play and analyze very complex real-life situations in our masterclass. Thanks to Michael's strategic approach, masterclass participants begin to see their life processes in a broader, solution-oriented perspective.
Michael's vast practical experience in solving complex situations distinguishes our masterclass from ordinary negotiation courses, which are typically conducted by either psychologists or sales managers. Psychologists focus on psychological aspects of negotiations, which are crucial but insufficient for success in today's complex world. Sales managers, in turn, focus on selling existing products. In our masterclass, the focus of negotiations is on future-oriented collaborations.
What makes the masterclass truly wonderful are our participants with their inquiring minds. You are already strong practitioners and enrich each other with your knowledge and experiences.
Strategic Negotiation Model
In the masterclass, we work through and reinforce with practical exercises topics such as:
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Role of negotiations and negotiator
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Dangerous mistakes
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Preparation: 3 components
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Strategic action
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Why and when to negotiate?
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Relationship flows and intermediate finishes
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Success and decision-making criteria
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Communication phase
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7 powerful communication tools
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Obtaining hidden information
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Increasing influence and power
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Unexpected negotiations
About a dozen people participate in the masterclass — this way we can approach everyone individually and create a safe atmosphere.
Negotiation Techniques
In the masterclass, we practice the following techniques:
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Influence tactics in difficult conversations
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Body language observation
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Game management
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Creating dialogue and listening skills
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Using quiet and tough tactics
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Simulations to sharpen our abilities to cope “on the go”
Trainers
Schedule
The masterclass in English runs for four consecutive days: 9–12 June 2025.
Next masterclass in English will be held on 6–9 January 2026.
The masterclass starts at 10 am each day and runs until 6 pm.
Venue
Emajõe Maja, Emajõe 8, Tartu, Estonia.
Tartu can be reached in ca 2 hours from Tallinn by bus or train.
View pictures of Emajõe Maja.
Why Estonia? Why Tartu?
Estonia is a small Nordic country of just 1,3 million people at the intersection of Scandinavia, Central Europe and what lies to the east. Being among the least densely populated countries in Europe, it is very diverse. Half of its territory is covered by forest. Estonia's air is one of cleanest in the world. There are more than 2222 islands in Estonia.
The country is also known as an advanced digital nation with e-government, online public services, and a lively startup scene. Estonia boasts the most startups and venture capital investments per capita in Europe.
Estonia’s second city, Tartu, is an old university town with a great learning atmosphere like Oxford, Cambridge, Uppsala, or Bologna. It is a home to one of the oldest universities in Northern Europe, the University of Tartu, founded in 1632.
Tartu has a beautiful Old Town, some modern high-rise buildings, picturesque wooden-house neighbourhoods, Dome Cathedral ruins, and street art here and there. Charming riverbanks, more parks than cities usually have and a cool slow atmosphere, created by the power of learning and youthful energy.
Testimonials
Thank you!
Thank you!
Thank you for reviewing this insight into the negotiation technology masterclass.
Together with the masters, you'll have an exciting opportunity to practice negotiation technology, learn to perceive the beauty of the game, and gain courage to see through life situations – to manage your life's games, and find success in all of the various collaborations you engage in.
We're waiting for you!
Marju Unt
Director
Estonian Euromanagement Institute
Our top trainer, Michael Gallagher (standing), has had up to 50 negotiations on the table at one time.