Why the need to be “agile” in a negotiation?

“Negotiation is not a rigid process—it’s dynamic, evolving with every move the other party makes.”

Situations shift, new information emerges, and people react unpredictably.

Unlike a scripted sales pitch, you can’t plan every move in advance, nor is there a single fixed system that guarantees success.

That’s why we developed the Agile Negotiation System, designed to help you navigate uncertainty, pressure, and high-stakes decisions with confidence.

The reality is that unexpected challenges will arise, and the best negotiators are the ones who can adapt on the spot. That’s why you must be agile—ready to assess, adjust, and pivot your strategy in real time to secure the best possible outcome.

The key to smarter, more adaptive negotiations

Agility in negotiation means adapting based on two key variables:

  1. The Persona of the Negotiators

    We have developed them based on three dimentions; Assertiveness, Data reliance and Relationship building. Each of us measures differently on these three dimentions, however we are able to distinguish different archetypes of persona in negotiation.

    Understanding who you’re dealing with allows you to tailor your communication, strategy, and tactics to maximize influence and control.

2. The Situation at Hand

Even the best strategy won’t work in every scenario, we must be able to adapt based on two critical factors that define the context.

  • Risk Level – Is this a high-risk negotiation where stakes are significant, or is it a lower-risk discussion with more flexibility?

  • Time Pressure – Are we working against a strict deadline, or do we have the luxury of time to strategize?

By analyzing both who you’re negotiating with and the situation you’re in, you can make smarter decisions, stay one step ahead, and avoid common negotiation pitfalls.

How do we become more agile?

“The cornerstone of the Agile Negotiation System is structured preparation and disciplined execution. “

Agility doesn’t mean improvising blindly—it means being so well-prepared that you can adjust with confidence when the unexpected happens.

  • The Five Steps of Negotiation Preparation – Proper preparation is what enables you to think fast and stay in control when new information emerges.

  • The Five Steps of Negotiation Execution – Once the negotiation begins, uncertainty takes over. These five execution steps help you navigate shifting dynamics, avoid common biases, and protect yourself from manipulative tactics.

Agility isn’t about reacting—it’s about responding strategically. With the right preparation and execution framework, you can stay ahead of the game, neutralize uncertainty, and negotiate with confidence in any situation.

Want to learn how to implement the Agile Negotiation System in your own negotiations?

Not sure where to start? Let’s talk. In this free 30-minute call, we’ll explore your negotiation challenges, goals, and opportunities to see how my coaching and workshops can help you.

What to expect:
✔️ A personalized discussion about your negotiation needs
✔️ Expert insights on how to improve your approach
✔️ Clarity on which training or consulting service fits you best