inno.c.t. · Training · Negotiation
ARCH™ Negotiation Framework
Assess · Reveal · Communicate · Harmonize. Four phases that carry each other like the stones of an arch.
Good negotiations start with logic and succeed because humans are not logical.
ARCH™ deliberately separates rigorous analytical preparation from psychologically informed interaction — not to ignore emotion, but to contain it, understand it, and then use it.
A
Assess
Understand the situation before speaking: interests, constraints, power, alternatives, emotional drivers.
BATNA · PIE Logic · target, fair value, walk-away
R
Reveal
Uncover what truly matters on both sides, beyond the stated positions. The WHY before the WHAT.
Human Agenda · WHY-Pyramid · 16 End Motives
C
Communicate
Shape the dialogue through empathy, framing, calibrated questions and emotional pacing.
Architecture of Influence · tactical empathy
H
Harmonize
Align logic and emotion to create commitment, ownership and outcomes that survive execution.
Deal of Agreement · ARCH™ Checklists
The research behind it
BATNA from Fisher and Ury at the Harvard Negotiation Project, extended with Nash's disagreement point. Game-theoretic value splitting from Yale. Kahneman on loss aversion and the emotional nature of decisions. The 16 End Motives from Steven Reiss, scientifically validated and expanded by the University of Luxembourg. Refined through executive, supplier, client and internal negotiations.
Not a manipulation toolkit
Clarity before action. Interests made visible, including the hidden ones. Communication that reduces resistance. Solutions that can actually be implemented.
A negotiation that wins on paper and fails in execution is not a success. ARCH™ treats follow-through as part of the deal.
People learn negotiation by doing, reflecting and recalibrating — not by memorising rules.
Every tool has a chapter, a video and a lab session: real cases, hidden role briefs, and a debrief on what actually happened. As an open programme or in-house on your own negotiations.
inno.c.t. · innovative consulting & training
Dr. Nea K-Williams · zeeg.me/nkwilliams/30min
info@innoct.de · Bielefeld