Evidence-Based Methodology
Proven by Billions
Recognise which phase they’re in—and which one you’re in. Negotiation is never linear
Manage the right movement for each phase
Adapt skillfully—balancing flexibility, conditionality, and control
Recognise
Negotiation isn’t linear. Effective negotiators know which phase they’re in—and which one the other side is in—so they can behave accordingly.
The Kennedy Evidence Model helps you decode the situation—and behave like it matters.
Manage
The strategic management of movement across phases
Once the phase is clear, negotiators can navigate all Four Phases—Prepare, Debate, Propose, Bargain—and manage the right movement at the right moment They know exactly:
When to test
When to trade
Avoid premature movement at the wrong phase
and how to anticipate the countermove
Because in negotiation, movement without conditionality isn’t progress—it’s surrender
Adapt
For effective negotiators, behaviour is the edge.
Flexibility: Shift style with intent—red to defend, blue to build, purple to trade.
Conditionality: Never give without getting. Every proposal tests intent. Every concession earns a return..
Control: Behaviour is deliberate, not reactive. This is how movement—and the climate—is controlled.
Adaptation isn’t soft. It’s how skilled negotiators stay in control—of behaviour, movement, and outcomes.
The Kennedy Negotiation Model
The Kennedy Method doesn’t teach you how to push harder. It teaches you how to negotiate smarter — with structure, movement, and confidence.
Unlocking Profitable Negotiation
For over four decades, negotiation has remained Kennedy’s primary focus—a journey of continuous evolution that reflects our commitment to empowering businesses worldwide through evidence-based, no-nonsense negotiation solutions.
