BUSINESS NEGOTIATION ACADEMY
We Don't Teach Negotiation Tactics. We Build Negotiation Capability.
There's a difference. Tactics fade. Capability compounds. For over 20 years, we've been building the kind of negotiation capability that changes how organisations and individuals operate - permanently.
Unlock Competitive Edge Through Strategic Negotiation Skills
We Started With One Belief.
Most negotiation training is broken.
It gives people a list of techniques - anchor high, use silence, mirror and match - and sends them back into the real world with no idea how to put it all together under pressure.
So when a dominant supplier pushes back hard. When a professional buyer applies tactics. When a high-stakes deal is on the line and the room gets uncomfortable...
The techniques disappear. Instinct takes over. Value gets left on the table.
We built Business Negotiation Academy to solve that problem - properly.
Not with better tips. With a complete system.
That system is the **BNA Negotiation Matrix™** - and it's been changing the way organisations negotiate for over two decades.
OUR VISION
Negotiation Excellence
Our Mission
Empower organisations and individuals to turn negotiation into a source of sustainable competitive advantage.
HOW WE WORK - OUR APPROACH:
We don't believe in off-the-shelf negotiation training.
Every organisation is different. Every category is different. Every deal is different.
So every engagement we deliver is built around your specific context - your suppliers, your customers, your categories, your challenges.
What that looks like in practice:
1. Organisational Negotiation Frameworks
We help organisations define their negotiation strategy from the ground up - building frameworks that work across teams, functions, and geographies.
2. Customised Training Programs
Bespoke negotiation training for procurement, sales, and leadership teams - built around the BNA Negotiation Matrix™ and tailored to your real-world scenarios.
3. Professional Coaching & Consulting
Deal-specific support for high-stakes negotiations. We work alongside your team - before, during, and after - to maximise outcomes.
4. Negotiation Centres of Excellence
For organisations serious about making negotiation a sustained competitive advantage - we help build the infrastructure, capability, and culture that makes it last.
5. Negotiation Playbooks
Practical, ready-to-deploy tools your team can use immediately - in any negotiation, at any level.
We Build World-class Negotiating Organisations
Negotiation isn't just an individual skill. It's an organisational capability. And the organisations that invest in it - systematically, strategically, at every level - outperform the ones that don't. Every year. In every market condition. Here's what we've learned after 20 years and 10,000+ professionals trained:
The difference between average negotiators and elite ones isn't intelligence or experience.
It's preparation. It's having a system. It's knowing exactly what to do at every stage - before the conversation, in the room, and after the deal is done.
That's what we give every client we work with.
The BNA Negotiation Matrix™ - Our Unfair Advantage.
Every methodology we deliver is powered by the BNA Negotiation Matrix™ - our proprietary, award-winning negotiation operating system.
It's the only system of its kind that covers every dimension of commercial negotiation:
→ Strategic planning before the conversation
→ Behavioural preparation and pressure management
→ Commercial risk mapping
→ Messaging, sequencing, and internal alignment
→ Live execution control tools
→ Post-deal implementation and governance
And it's the only negotiation methodology that integrates directly with any sales methodology or category management strategy - so your team isn't just negotiating better. They're negotiating strategically within the broader commercial landscape.
The result:
Every negotiation is planned. Every leverage point is identified. Every move is deliberate.
Greater confidence. Fewer concessions. Better outcomes.
WHY Business negotiation academy
20 years
10,000+
40 COUNTRIES
The Person Behind It All
Michael Zieba
Founder, Business Negotiation Academy. Creator of the BNA Negotiation Matrix™
Over 20 years. 10,000+ professionals. 40 countries. Some of the world's most complex, high-value B2B negotiations.
I'm the founder of Business Negotiation Academy, where we transform how organisations approach negotiations. Whether you're looking to improve your personal negotiation skills, enhance your team's capabilities, or build a world-class negotiating organisation, we're here to help.
I have dedicated my career to one question:
*What separates the negotiators who consistently win from the ones who consistently leave value behind?*
The answer became the BNA Negotiation Matrix™. And the Matrix became BNA.
Ready to Build a Negotiating Organisation That Actually Wins?
Whether you're a CPO looking to transform your procurement team, a sales director tired of watching margin erode, or a business leader who wants to stop losing value in every commercial conversation...
This is where it changes.
*30 minutes. No obligation. We'll identify exactly where your organisation is losing negotiation value - and what to do about it