AmCham Business School Session "How to Negotiate with a Stronger Opponent – Strategies for Success"


At this session of AmCham Business School "How to negotiate with a stronger opponent – strategies for success" participants had an opportunity to get prepared for negotiations with someone who has a higher-level position than you. In particular, the participants learned about the imbalance of power in negotiations, how to assess the power of influence using "power-interest" quadrant and "paper computer" and what the criteria of competent behavior in conflicts are.

Key ideas:

  • Power is the ability to achieve results
  • Among the factors of power there are the social status, resources, legal status, moral values, power of information, power of coalition etc.
  • The power is relative and deceptive both for those who possess it and for those who do not have it. It may cause people to go to extremes in conflicts
  • The primary power is about influencing the ideology, laws, policy, whereas the secondary power is about achieving your goal in negotiations
  • The 7 models of conflict situations include the following ones: responsibility with understanding; command and control; interdependence; partnership; enemy theory; dependence; tolerance



Olha Tiutiun, Deputy Director of Regional Development Projects, Ukrainian Mediation Center (KMBS).

Olga is Master of International Law and business mediator of Academy of The Chamber of Industry and Commerce for Munich.


How to behave during negotiations, what to ask for, how to build rapport – all these are frequently asked questions before negotiations. To answer them, we launched the new semester of AmCham Business School – The Art of Negotiation organized jointly with ADER HABERKyiv Mohyla Business School  and Ukrainian Mediation Center.

Stay tuned with us and mark your calendars with upcoming session:

Wednesday, June 26 – Trust as a part of the negotiation process

You are welcome to take the whole course and attend all the sessions or select only the topics relevant for you. Those who attend 4 to 6 sessions will receive a certificate of the course completion.