CIMBA Masterclass in High-Stakes Influence and Conversational Excellence: Lessons from Negotiations

Success in leadership, business, and life is determined by how well you navigate high-stakes conversations. Whether closing a deal, leading a team, resolving conflict, or persuading stakeholders, the ability to listen, shape discussions, and guide conversations toward meaningful outcomes is a game-changer.

While negotiation is one key application, this masterclass goes beyond traditional deal-making to teach executives how to use powerful conversational tools and neuroscience-based strategies to influence, build trust, and gain commitment across a wide range of critical interactions.

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What Makes This Masterclass Different?

• Influence, Not Just Negotiation – You will learn strategies that apply not only to negotiations, but also to conflict resolution, leadership, decision-making, and stakeholder engagement.
• Neuroscience-Backed Communication – Understand how the brain reacts in high-pressure conversations and use that knowledge to guide discussions with clarity and control.
• Emphasis on Tactical Empathy – Learn how to create trust, diffuse resistance, and drive collaboration—even in the most challenging conversations.
• Tools for Managing Cognitive Bias & Emotion – Discover how to maintain control over both your own emotional state and that of your counterpart to ensure rational, productive discussions.
• Beyond Persuasion: Gaining Commitment – Recognize the difference between a counterfeit "yes" and a true commitment, ensuring follow-through and execution.

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Key Learning Areas

• Tactical Empathy & Emotional Influence – How to build trust and engagement by making counterparts feel understood and listened to.
• Mirrors, Labels, Paraphrasing & Summaries – How to use conversational techniques to extract information and shape discussions.
• Calibrated Questions – How to transform confrontational statements into collaborative dialogue.
• Active Listening & Cognitive Load Management – How to listen strategically while ensuring key messages are absorbed and retained.
• Self-Control & Emotion Regulation – How to use body language, voice intonation, and gestures to maintain emotional stability and control.
• Judgment Tools in High-Stakes Conversations – How to use and recognize cognitive biases and avoid reactive decision-making.
• Navigating Resistance & Reframing Objections – How to guide conversations away from defensiveness and toward progress.
• Tactics for Gaining Commitment – How to differentiate between the three kinds of "yes"—counterfeit, confirmation, and commitment—to ensure execution.
• Creating an Illusion of Control – How to meet your counterpart’s psychological need for autonomy and safety while still guiding the conversation.
• Strategic Pausing & Timing in Conversations – How to create intentional pauses that enhance clarity, elicit deeper insights, and reinforce influence.
• Microexpressions & Emotional Awareness – How to read subtle emotional cues and adjust tactics in real time.
• Trust-Based Influence & Long-Term Relationship Building – How to balance persuasion with sustainable relationship management.
• Multi-Party & Group Conversations – How to navigate influence when multiple decision-makers are involved.
• The Science of Storytelling in Influence – How to structure narratives that drive emotional and cognitive engagement.
• The LIVE 2 Influence Formula – A structured conversational framework for guiding decision-making, problem-solving, and shifting perceptions.
• Negotiation as an Influence Process – How these techniques apply to negotiations, leadership, sales, conflict resolution, and beyond.

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Who Should Attend

This CIMBA Masterclass is designed for executives, leaders, and professionals who want to master the art and science of high-stakes communication—whether in negotiations, internal leadership discussions, or external engagements.

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Takeaway: Walk away with a set of repeatable, adaptable conversation tools that increase influence, improve decision-making, and drive results in any high-stakes conversation.

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March 21|22 - CIMBA CAMPUS - 9.30 am | 6.00 pm

Seats are limited! If you want to transform the way you negotiate, lead, and influence, register now: executive@cimba.it

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