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The Negotiation Hero system is a structured set of concepts designed to transform the way people negotiate. It combines proven negotiation frameworks with new, purpose-built tools created to support genuine behavioural change, helping participants build confidence, clarity, and control in every negotiation.
Developed over more than 20 years of working with professionals across sales, procurement, and leadership roles, the system focuses on what truly shifts real-world results. It’s practical, tested under pressure, and refined through thousands of real negotiations.
Even small steps in negotiation skill can create giant leaps in results. Stronger margins, higher value, and better outcomes for everyone involved.
Below is an overview of the key concepts that make up the system.
1. Preparation & Planning
Stakeholder Mapping
We help your team identify key internal and external stakeholders early. This avoids last-minute blockers and ensures deals are structured to deliver real value to the wider business.
BATNA and Walkaway
Teams learn how to define realistic alternatives (their BATNA), adjust for cost, risk, and time, and set a clear walkaway. This protects them from pressure and gives them confidence to say no when needed.
ZOPA and Deal Structuring
We explore how to identify and expand the Zone of Possible Agreement by reshaping terms, adding tradeable variables, and aligning interests to make more deals possible.
AI-Powered Preparation Tool
We provide a simple but powerful AI-supported tool that helps your team prepare with structure. It clarifies strategy, maps concessions, and brings calm focus into the room.
2. Information Control & Insight
Showables and Hideables
We teach how to plan what to reveal and what to hold back. Teams learn how to build credibility without exposing key weaknesses. No need to lie. Just manage information with intent.
Reading Body Language
By tuning into tone, posture, and facial cues, your team will spot hesitation, confidence, or discomfort early. This gives them real-time insight into when to push, pause, or reframe.
Decoding Concessions
Concessions reveal a lot. Teams will learn how to interpret their size, speed, and style to judge where the other side is, and how far they may still be willing to go.
3. Persuasion & Influence
Persuasion Sandwich
A six-step method for moving the other party without triggering resistance. It uses emotional connection, logical framing, and clear consequences to encourage agreement.
Logic Levers-3
Three angles of influence: Us (our value), Others (competitive pressure), and Them (their weakness). These shape how the other party sees the situation and create natural pressure to move.
Fake Walkaway
We teach how to maintain strength in pressure moments without revealing the true limit. A decoy walkaway helps negotiators stay composed and protects the real fallback.
Bluffing with Backup (Bluff-4)
Sometimes pressure is needed. We teach how to bluff strategically and safely, only when there's something real to gain and a clear fallback plan if it doesn't land.
4. Psychological Leverage
Anchoring-7
We teach seven steps to anchor with power. This includes how to frame the number, read reactions, and strike the balance between bold and believable.
Reacting-3
If the other side goes first, reacting badly can cost you the value in the deal. We show how to stay composed, absorb the anchor, and be ready to reframe.
Managing Pressure
We cover how to handle silence, fast shifts, and emotional signals. Your team will learn how to stay calm, protect their position, and read when the other side is close to moving.
5. Optimise the Outcome
Anchoring-7
We teach seven steps to anchor with power. This includes how to frame the number, read reactions, and strike the balance between bold and believable.
Reacting-3
If the other side goes first, reacting badly can cost you the value in the deal. We show how to stay composed, absorb the anchor, and be ready to reframe.
Managing Pressure
We cover how to handle silence, fast shifts, and emotional signals. Your team will learn how to stay calm, protect their position, and read when the other side is close to moving.
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