The session will cover the five key behavioural skills required to be most effective when negotiating at work. This is encapsulated in the C.A.G.E.D. Framework:

Climate control
Act like it!
Go First
Ego management
Do the planning

Mark will tie all that into how that makes a difference to you and how you work with stakeholders, your team, and beyond.

What we’ll cover:

• What is the “Negotiation Atmosphere”?
• The actions you can take to create that atmosphere when you are negotiating.
• How to go first and how to take the initiative.
• Which ego state to use when negotiating.

Why is it important for people to learn this skill?

Every conversation at work (with a colleague or customer) is a negotiation of some kind. Most of us don’t realise it’s something we can do more deliberately than instinctively. Learning the five fundamentals of negotiation will help you to become more conscious of how you behave under pressure, how you influence others, and how you prepare for important conversations.

By understanding how to control the climate, project confidence, make purposeful first moves, manage ego and plan effectively, you’ll be better equipped to avoid reactive decisions, build stronger relationships, and achieve better outcomes.

These principles are practical, memorable and immediately applicable, whether negotiating with customers, suppliers, colleagues, or internal stakeholders.

Who is this relevant for?

This is relevant for anyone looking to develop or refresh their negotiation skills. If you are thinking about yourself, your team or your entire organisation and the culture of how you work – then this is for you!

About the Subject Matter Expert

Mark Davis has spent his career at the intersection of commercial performance and human behaviour. He works with organisations and senior leaders on the negotiations that define outcomes. Mark is the founder and director of The Negotiation Initiative — a specialist negotiation advisory and capability consultancy. He is not a trainer who became a consultant, he’s a practitioner who built a methodology. His work spans commercial negotiation capability, live deal advisory, complex stakeholder navigation, and senior leadership coaching. He works across sectors, cultures and levels of seniority. Learn more about Mark and The Negotiation Initiative here: https://thenegotiationinitiative.com/