Mind Games & Money Moves: The Psychology of Negotiation
Anytime you can't get what you want without someone else's cooperation, you're negotiating. And the most dangerous one is the negotiation you don't know you're in. Learn the science and strategy of getting what you want.
In this course, you'll break negotiation down to its essential parts — the logic, economics, and strategy that drive a rational deal. Then we go deeper, into the part most training skips: the psychology, cognitive biases, emotional triggers, and body-language cues that actually make or break an agreement.
Negotiation isn't reserved for boardrooms and billion-dollar contracts — it's a life skill. Anytime you're trying to get something you can't achieve without the cooperation of someone else — you're negotiating. Reaching an agreement with a client over rework? Getting colleagues aligned around a plan? Securing a raise, talking a vendor into better terms, or even persuading your kids to eat their vegetables — those are all negotiations. And, the same universal principles, every time.
This course hands you real-world tools that take the fear out of any type of negotiation. You'll learn how to plan and manage a difficult conversation, read the other side's signals with accuracy, and craft the opening offer that quietly shapes everything that follows. You'll draw on the work of the field's most influential voices — Chris Voss, Roger Fisher and William Ury, Stuart Diamond, Robert Cialdini, and Vanessa Van Edwards — and the behavioral science of Daniel Kahneman and Dan Ariely, translated into moves you can use the moment you leave the room.
This is where the science meets the negotiation table. You'll learn to spot the bias steering a decision, defuse the emotion derailing a deal, and recognize the moment the other side is ready to say yes. By the end, you'll negotiate with the confidence and competence to handle anything — anywhere — and walk away with better outcomes, stronger relationships, and value you created at the table (instead of value you left on it).
This course is taught by Melinda Milheim, JD, who has spent her career at high-stakes negotiation tables including negotiating federal contracts for missile systems, engineering programs, R&D — and fighter jets. Working on over $7.7 billion in government contracts, Melinda negotiated against some of the biggest defense contractors in the world, where one mistake could cost hundreds of millions of dollars. An award-winning instructor, featured speaker, and content creator, she is also the author of the forthcoming book Powder Keg: The Science & Strategy of Successful Negotiations. She brings the science, the strategy, and the hard-won experience of real negotiation into every class — and she'll teach you to do the same.
Best for: if you ever need something that you can't get without someone else's cooperation — this course is for you. Whether you're closing deals, managing vendors and clients, building agreement inside the company — or buying a new car — this course will make you better at it.
Format: Two-day course, delivered in person or virtually, 16 CLPs / 1.6 CEU. Phoenix Canyon issues every attendee a certificate of completion documenting the training hours as well as CEUs and CLPs earned, which employers may count toward Continuous Learning or Professional Development requirements at their discretion.
You might also consider
Detecting Deception: Learn to Read Lies Like an Expert — Want to become a human lie detector? People can lie — but their body can't. Learn to spot the tells that give them away, and see what everyone else misses.
How to Get Anyone to Tell You Anything — People reveal far more than they intend to — when the person asking knows what they're doing. Learn the techniques the FBI, CIA, and Special Operations use to get information without the other side even realizing they're being interrogated.
Unspoken: The Hidden Power of Body Language for Leaders — Imagine walking into any room and instantly knowing the truth — who’s on your side, who’s resistant, and who’s ready to be persuaded.
Pricing is set per engagement. Contact Phoenix Canyon to request a quote.
Anytime you can't get what you want without someone else's cooperation, you're negotiating. And the most dangerous one is the negotiation you don't know you're in. Learn the science and strategy of getting what you want.
In this course, you'll break negotiation down to its essential parts — the logic, economics, and strategy that drive a rational deal. Then we go deeper, into the part most training skips: the psychology, cognitive biases, emotional triggers, and body-language cues that actually make or break an agreement.
Negotiation isn't reserved for boardrooms and billion-dollar contracts — it's a life skill. Anytime you're trying to get something you can't achieve without the cooperation of someone else — you're negotiating. Reaching an agreement with a client over rework? Getting colleagues aligned around a plan? Securing a raise, talking a vendor into better terms, or even persuading your kids to eat their vegetables — those are all negotiations. And, the same universal principles, every time.
This course hands you real-world tools that take the fear out of any type of negotiation. You'll learn how to plan and manage a difficult conversation, read the other side's signals with accuracy, and craft the opening offer that quietly shapes everything that follows. You'll draw on the work of the field's most influential voices — Chris Voss, Roger Fisher and William Ury, Stuart Diamond, Robert Cialdini, and Vanessa Van Edwards — and the behavioral science of Daniel Kahneman and Dan Ariely, translated into moves you can use the moment you leave the room.
This is where the science meets the negotiation table. You'll learn to spot the bias steering a decision, defuse the emotion derailing a deal, and recognize the moment the other side is ready to say yes. By the end, you'll negotiate with the confidence and competence to handle anything — anywhere — and walk away with better outcomes, stronger relationships, and value you created at the table (instead of value you left on it).
This course is taught by Melinda Milheim, JD, who has spent her career at high-stakes negotiation tables including negotiating federal contracts for missile systems, engineering programs, R&D — and fighter jets. Working on over $7.7 billion in government contracts, Melinda negotiated against some of the biggest defense contractors in the world, where one mistake could cost hundreds of millions of dollars. An award-winning instructor, featured speaker, and content creator, she is also the author of the forthcoming book Powder Keg: The Science & Strategy of Successful Negotiations. She brings the science, the strategy, and the hard-won experience of real negotiation into every class — and she'll teach you to do the same.
Best for: if you ever need something that you can't get without someone else's cooperation — this course is for you. Whether you're closing deals, managing vendors and clients, building agreement inside the company — or buying a new car — this course will make you better at it.
Format: Two-day course, delivered in person or virtually, 16 CLPs / 1.6 CEU. Phoenix Canyon issues every attendee a certificate of completion documenting the training hours as well as CEUs and CLPs earned, which employers may count toward Continuous Learning or Professional Development requirements at their discretion.
You might also consider
Detecting Deception: Learn to Read Lies Like an Expert — Want to become a human lie detector? People can lie — but their body can't. Learn to spot the tells that give them away, and see what everyone else misses.
How to Get Anyone to Tell You Anything — People reveal far more than they intend to — when the person asking knows what they're doing. Learn the techniques the FBI, CIA, and Special Operations use to get information without the other side even realizing they're being interrogated.
Unspoken: The Hidden Power of Body Language for Leaders — Imagine walking into any room and instantly knowing the truth — who’s on your side, who’s resistant, and who’s ready to be persuaded.
Pricing is set per engagement. Contact Phoenix Canyon to request a quote.