Interests are what drives a negotiation. Watch this video to make sure you know what they are and how to move from positions to interests.
If you would like to join our community of negotiators, connect with us through:
We’ve trained thousands of people at companies and universities around the world. We can design an interactive 1-5 day program to give your team a common language and proven process to succeed in any negotiation. Participants get hands-on experience through simulated negotiations using the Negotiation Canvas on a variety of cases.
We can customize a course to teach the essentials in a 1-2 day format or to train your team on complex negotiations in a 3-5 day format. The longer formats allow us to include coaching on applying the Negotiation Canvas to real-life negotiations.
We’ve been at this a long time and literally have months of material to choose from.
After determining your goals, we can create a custom curriculum with a mix of case studies, simulations, coaching and complex theory training.
To ensure everyone gets attention, we limit the class size to a maximum of 24 participants. Classes can be conducted in English, Spanish or French.
pablo restrepo
founder & chief catalyst
Pablo has 20+ years of experience as an international consultant and professor in business strategy, innovation and negotiation in both the private and public sectors. Pablo has been a a teacher and facilitator at McGill University, Kellogg School of Management (Kellogg Innovation Network), Universidad de los Andes and at Columbia University’s United Nations Program for cooperation and conflict resolution. Pablo has and MBA from Universidad de los Andes; and an EMBA from Kellogg School of Management. Pablo is fluent in Spanish, English and French.
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stephanie wolcott
founder & chief catalyst
For over 15 years, Stephanie has been helping companies do well by doing good. She has led global sustainability programs for both Alcoa Foundation and Tyco International. Stephanie is co-founder of the Kellogg Innovation Network at the Kellogg School of Management. She has written for the Stanford Social Innovation Review and Ensia. She has spoken at Kellogg, Harvard, TEDxLeh (Ladakh) and the Net Impact National Conference. She served as a sustainability expert for two expeditions to Antarctica and one Himalayan with Sir Robert Swan.
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hugo mcintosh
Director south america
Hugo McIntosh is a highly-skilled sales professional with ten years as Vice President of Sales – South America for Berry Global, a Fortune 500 industrial company. Hugo has a deep understanding and real-life experience of what it takes to negotiate successful, long-term relationships with some of the largest companies in the world. He has a proven track record in building effective teams, business development, negotiation and general management. Hugo has a Masters in Business and Commerce from Universidad de San Andres and a Bachelors in Accounting and Finance from Universidad Argentina de la Empresa. Hugo can conduct workshops in Spanish and English.
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roberto ordoñez
middle east managing director
Roberto is an influencer and change agent with more than 20 years of expertise across the areas of Operations, Finance, Strategy, Planning, Business Development, and Procurement. He is a Board member of the Kellogg School of Management GCC Alumni association, and member of a GCC (Gulf Cooperation Council) Taskforce to set up innovation ecosystems to promote entrepreneurship in the Gulf region. Roberto has a Masters in Science from Texas A&M University and an MBA from Northwestern’s Kellogg School of Management.
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martha santos
finalcial manager
For over 12 years Martha has worked as administrative and financial manager of consulting companies. She has a bachelor in phycology and has trained herself in finance management for non financials at Universidad De Los Andes, startup management at Universidad Javeriana and as financial manager at Universidad de la Sabana. Previews to Aluna Catalyst Martha worked at Tandem insourcing, Nilsen Colombia, Cavipetrol, Suramericana between others.
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daniela ladino
junior catalyst
Daniela is an Economist with emphasis on Politics and International Relations. She has a real interest on Negotiation, Strategic Planning and Social Responsibility. Previous to Aluna Catalyst, she worked as consultant for a Negotiation firm based in Bogotá, and she focused on labor and procurement negotiation. She is fluent in Spanish and English.
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alejandra rolón
junior catalyst
Alejandra is an industrial and product designer from Javeriana University, focused on strategic design and organisational coaching. She has trained herself in Catalunya University and in her internship at Leo Burnett Colombia. Alejandra’s motivation is to learn much more about Negotiation, Strategic Planning, Innovation and Sustainability. She is fluent in Spanish and English.
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ana gonzalez
junior catalyst
Ana Maria is a designer from Los Andes University, focused on strategy, innovation and product design. She has developed her career in diverse professional fields ranging from the furniture industry in Colombia, to the entrepreneurship ecosystem in NYC and most recently to the advertising world while working for Cheil Colombia. At Aluna she immerses into yet another field with an open mind and a broad perspective hoping to bring value from this interaction among disciplines. Ana is fluent in Spanish and English.
arlette yidios
junior catalyst
Arlette is a Designer from the University of Los Andes, with Emphasis in Communication and a minor in Entrepreneurship of Business Administration. She has a great interest in Strategic Design, Innovation and Design Thinking to encounter opportunities, solve problems and create value. Currently, she is a Junior Catalyst supporting the Innovation and Negotiation processes for the creation of services and products offered to clients from all over the world. She is fluent in Spanish and English.
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Negotiation by Design was born out of 25+ years of training, coaching and consulting with companies and universities around the world.
Provide Simple, Yet Powerful Tools.
We believe tools are the best way to help people become better negotiators.
We train the brightest students and most engaged employees but have found over the years that many people have trouble putting complex theory to practice. So often, what is learned in class is not leveraged back at the office because of lack of time, lack of relevancy or lack of direction.
Negotiation by Design was created to change that. We have designed a set of tools, with the Negotiation Canvas at the center, to give teams and individuals a step-by-step process to prepare and conduct any negotiation. The Negotiation Canvas is an easy-to-use, one-page tool to help you perform better on both personal and professional negotiations.
We Help You Build Corporate Capacity.
We can transform negotiation into a competitive advantage that supports your business model and the key relationships in your value network and ecosystem. Our tools will enable your company to develop a sustainable negotiation capacity owned by the corporation, not by individuals.
We Combine Theory and Practice.
We distill complex theory into practice. We are both professors and practitioners. We know how to bring the latest in best practices and research to work for you and your organization.
We Focus on Win-Win.
Our approach is rooted in the belief that a good negotiation is a sustainable negotiation that strengthens relationships, ensures implementation and reaches an agreement that is good for both parties. Our tools help you identify and capture more value for everyone at the table.
We work with companies and universities around the world. Importantly, we are deeply aware of how cultural differences can impact negotiations. We have created a special segment in our training program that addresses culture. It is one of the most popular segments among our students.
East Coast, United States, Canada, Mexico, Brazil, Argentina, Colombia, Japan, South Africa, France.
We can train, coach and consult in three languages: English, Spanish and French.
Pablo is on a mission to take the fear out of negotiation. He is the creator of the Negotiation Canvas, a tool to help everyone negotiate better. Pablo has over 25 years of experience as an international consultant and professor in business strategy, innovation and negotiation in both the private and public sectors.
He is co-founder of Aluna Catalyst, a boutique consulting firm based in Bogota, Colombia. His practice has brought him to train negotiators and consult for hundreds of corporations and organizations in the Americas, Europe, Africa, the Middle East and Asia. For the past two decades, Pablo has been invited to teach and facilitate at universities around the world including McGill University, the Kellogg School of Management, Universidad de los Andes and Kyoto University.
Pablo has also worked for the ICCCR (International Center for Cooperation and Conflict Resolution) at Columbia University for several years as an instructor for their program with the United Nations.
He has an EMBA from Kellogg School of Management, an MBA from Universidad de los Andes, and a BS from Columbia University. Pablo is fluent in Spanish, English and French.
Stephanie is an expert in sustainability and communications, dedicated to evolving business around the world by improving economic, environmental and social performance. She is a firm believer that better negotiations can help create a more prosperous world.
Previously, Stephanie was Principal Manager of Alcoa Foundation, developing their global signature programming in environmental and social sustainability. Prior to that, she was the Global Manager, Corporate Citizenship for Tyco International, a $40 billion conglomerate, where she created their strategic framework for global community investment.
Stephanie is a co-founder of the Kellogg Innovation Network at the Kellogg School of Management, a network of global innovators from corporations, government, military, nonprofits and the arts. She has spoken at Kellogg, Harvard, TEDxLeh (Ladakh) and the Net Impact National Conference. She was a judge for the 2015 Genesis Prize and the 2016 Macarthur Foundation’s 100 & Change Award. She has co-authored social impact case studies for Kellogg and has written for the Stanford Social Innovation Review and Ensia.
She’s proud to have served as a sustainability expert on two expeditions to Antarctica and one solar mission to the Himalayas with Sir Robert Swan, famous polar explorer. Stephanie has a BA from Northwestern University and graduated from the Global Advanced Management program at the Kellogg School of Management.
Using the Negotiation Canvas can dramatically improve performance. Our interactive Software provides step-by-step guidance for filling out the Negotiation Canvas. For complex negotiations, the Software also provides advanced tools to dig deeper into each step.
First, we walk your team through initial preparation for upcoming negotiations. After the team is comfortable in filling out the canvas, we try a coaching session where teams first fill out the canvas on their own and then we review to show ways to improve.
Once initial preparation is complete, we determine follow-up sessions to can help during the negotiation and assess the negotiation once it is complete. All coaching can be done either in-person or remotely.
We help you create the infrastructure to turn negotiation into a competitive advantage for your company. Instead of training individuals, we create the processes needed to make sure negotiation is a core capacity of your company.
We customize capacity building according to client needs. We design a program to train your team and put in place processes to make sure the canvas is used and each negotiation
is recorded, measured and stored. We also provide a condensed leadership training session to get executives up to speed on the Negotiation Canvas and show them how to use the canvas as a management tool to see better results on a department level.
Want to know how capacity building can turn negotiation into a corporate advantage?
We can help you prepare and work with you through each phase of your negotiation. We can even sit at the table with you or on your behalf when a third party is necessary.
We have experience in negotiating with Fortune 100 corporations, governments, trade unions and family business.
