Negotiation Skills

Course Contents

The course is designed to teach participants a well structured approach to negotiation, providing them with a toolbox of strategies and tactics as well as the framework for putting it all together. In addition to providing the key principles of negotiation, the course will sharpen the participant’s practical skills. Case studies and experiments provide the necessary feedback to turn the classroom experience into real-life strategies.

  • Understand and put into practice the core principles of negotiation.
  • Identify the basic building blocks of any negotiation and develop a framework for putting them together.
  • Understand the difference between win/win and win/lose negotiation and learn to balance the two approaches.
  • Explore fundamental negotiation techniques and common tricks.
  • Discuss fairness and ethics in the context of negotiation.
  • Study and experience relevant psychology and common mistakes.

Target Group

Negotiation is a core competency for effective managers at all levels and across all functions of the organization, e.g. project management, procurement, marketing, sales, HR, or finance.


  • Wednesday, November 22nd -23rd 2019, 9 am until 5 pm
  • Friday, March 23rd - 24th 2020, 9 am until 5 pm

Program Fee

Executive Education Program Fee: 1.290 Euro (plus VAT).

Seminar documents as well as drink and snacks are included in the fee.