Claiming Value in Negotiation - Tips, Tactics and Strategic Responses

Once the first offer is on the table, the real strategic work begins. How far can you push without damaging the relationship? How should you structure your offer to maximise value? And how do you respond effectively when the other party moves first?

In this interactive continuation webinar, we explore key questions and practical strategies, including:

What you will learn:

• How to prepare strategically for value claiming as a negotiating party
• Common mistakes that weaken your negotiation position
• How to determine what your first offer should be
• How far you can push the other party, and where to stop
• Effective haggling and bargaining strategies
• Managing the relationship while claiming value
• The mediator’s perspective on value-claiming dynamics
• How to respond effectively to a first offer
• The anchoring effect: how first offers shape outcomes and perceptions
• The psychology of satisfaction: how making or accepting the first offer influences how deals are experienced and judged

This webinar is ideal for negotiators, mediators, and professionals who want to move beyond theory and develop a nuanced, tactical understanding of negotiation dynamics, balancing assertiveness, strategy, and relationship awareness.

Join us to deepen your negotiation skills, sharpen your value‑claiming strategies, and use the first offer, whether yours or theirs , to your strategic advantage.