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Negotiation skills


We're negotiating everything all the time. We're constantly trying to reach agreements and those who really analyse negotiation processes can truly improve. Negotiation forms an essential part of interaction between people and that's why it requires different approaches depending on the people involved in each negotiation.

What better way to test your negotiating skills than by going to market?

Who it's aimed at

Organisations and commercial teams wanting to improve their skills in the different negotiation strategies. 

Training goal and content

The aim of this workshop is to raise awareness of the elements that most influence a negotiation and how to reduce their effects on us and take advantage of them to achieve our goals.

Training lasts 8 hours, divided into two days and combining theory with role plays and other dynamic activities.

    • Introduction
    • The 4 forces of the system
    • Building positive relationships
    • Participants, interests and influence
    • Dare to say "no"
    • BATNA
    • Planning and the 6 phases in a negotiation
    • 9 points to avoid chaos
    • Integrative, distributive negotiation
    • Characteristics, advantages and benefits
    • Active listening and asking questions
    • "Games" and counter-measures
    • Managing objections
    • The key moment: closing

The Activity

Several teams are set up with the ultimate aim of cooking a number of dishes and proposing a pairing with wine or cava. Different teams have different goals (different dishes), with different ingredients and different budgets to buy them. 

At the beginning each team receives a recipe for the dish they must prepare, as well as a list of ingredients they have to obtain and use, a number of shops they mustn't visit and a purse with a specific amount of money, which they can use for purchases but must get a receipt. They then have one hour to acquire everything they need from the shops in the centre of Sant Sadurní d’Anoia, and another hour to prepare the dishes.

The activity is designed so that teams have to negotiate with suppliers and the other teams to achieve their goals, as they can obtain some products but not others. To prepare the recipes assigned to them the teams therefore have to barter, buy or sell ingredients. The teams can choose if they want to approach these transactions from an integrative or distributive approach. 

Once the different teams have prepared their dishes, they're presented to a jury made up of a chef and an oenologist who rate the various creations and the proposed pairings.


The training sessions and cooking are carried out at the Cava Welcome Centre located in the historical centre of Sant Sadurní d’Anoia. The accommodation is 4.5 km away at Ca l’Olivera, a rural farmhouse surrounded by vines.


2 days


2 coaches


Spanish, Catalan, English.


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