Home / Courses / The Leadership Vault / Tactical mastery for negotiations, Part 2
Vault course 18 of 18 · 5 lessons · 19 min · video
Tactical mastery for negotiations, Part 2: the tools
Part 2 turns the psychology into tools you can use live: inviting an honest no, finding the hidden constraint, summarizing until the other side says that's exactly it, preparing in five steps, using silence and locking the agreement into action. Every tool is practiced on negotiations VPs and C-level leaders actually face, from the board ask and the vendor renewal to the offer for the role itself.
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Narrated by Andreas Pettersson. Built from the Leaders ADAPT library with Martha Spalding.
Lessons
- 1Why an honest no is worth more than a polite yes
Why an executive yes is often the weakest answer you can get, and three ways to invite an honest no instead.3:38 - 2Find the hidden constraint, then prove you understand it
How to surface the hidden constraint in a deal, and summarize the other side so well they say: that's exactly it.3:56 - 3Five steps of preparation, and your walkaway
The five-step preparation framework, run on the negotiation for your own next role, and why you set your walkaway first.3:38 - 4Strategic silence: let the other side fill the gap
How strategic silence wins better offers and more information, when to use it with a vendor or the board, and a drill.3:40 - 5From handshake to execution: if-then plans that hold
How if-then plans turn an agreement into action, scripts for the moments that derail deals, and your blueprint.3:41
All lessons are recorded.
How a lesson works
Each lesson is about five minutes, the slides with Andreas narrating, or audio only on your phone between meetings. It opens on one situation at the executive level, teaches one tool, and closes with your move: one thing to do before the next lesson. The full written lesson sits under the player, so you can read instead, or go back for the exact sentence you want to use.
Created and narrated by Andreas Pettersson. The narration uses an AI model of Andreas's own voice.