Negotiations Program

A skilled negotiator has to effectively handle both substance and process, no matter what the situational, cultural or personal issues across the table may be. WHU´s Negotiations Program equips you with the skills you need to manage negotiations successfully, even in the most challenging situations. It provides participants with a rich set of strategies, techniques and tools for successful negotiation in any setting – be it day-to-day interactions with suppliers, customers, or colleagues.

What you can expect:

A highly interactive and hands-on negotiations training based on real-life case studies. We will practice methods to successfully handle complexity in multi-party, multi-issue settings, achieve internal alignment and control external influences. We cover methods to identify leverage points, profile personalities, and effectively use influencing techniques and non-verbal communication.

Special emphasis lies on ways to resolve the most difficult challenges, such as hostile negotiators, confrontation with hard bargaining tactics, and high-stress moments. Various role-plays and exercises will allow you to apply these techniques right away and gain confidence in your own negotiating skills.

What You Will Learn:

  • Acquire the mind-set and toolkit to negotiate effectively
  • Understand how to reach a deal, even when positions seem incompatible
  • Become aware of – and avoid – tactical and psychological pitfalls
  • Gain confidence in navigating complex, stressful situations
  • Learn to deal with power imbalances and difficult personalities
  • Improve your skills in influencing, claiming value and reading the other side

What Is In It For Your Company?

As a strong negotiator, you can create and capture substantial value for your company, often with immediate impact on the company’s financial performance. Due to the intensive, hands-on exercises in the program, you will be equipped with ready-to-use skills and confidence, right into your next negotiation. The techniques you will learn will also be of high value for improving all-round leadership and communication within your team, with clients and in other business relationships. You will be able to share what you have learned and inspire colleagues to reflect on their own approach to negotiations, spreading best practices in your company.

Who Should Attend the Negotiations Program?

People who...

  • Are or will be in leadership positions;
  • Regularly negotiate on behalf of their organization or clients;
  • Are involved in strategic decision-making;
  • Want to learn state-of-the-art negotiation tools and techniques.

This negotiation seminar is designed as a fast-paced, intense and compact training. It fits well into a busy professional schedule and is, therefore, very suitable for participants in management positions. In the program, you will meet participants from diverse industries and organizational backgrounds who each bring their own unique experiences and perspectives. This will greatly enrich the learning process and allow you to build a valuable network with your peers.

This 2-day program runs at WHU Campus Dusseldorf. 

The program language is English.

Next dates:

  • October 29 - 30, 2018
  • June 12 - 13, 2019

You will receive a WHU Certificate of Attendance after successfully completing the program.


€1,950 including tuition, session materials, case studies and most meals; excluding accommodation.

An early bird fee of €1800 is available for those who apply until September 3, 2018.

Discount for InPraxi members available.

Discounts do not accumulate.


Please find detailed information on financing options here.




Prof. Dr.

Lutz Kaufmann

Professor of International Business & Supply Management

Prof. Dr.

Felix Reimann

Professor of International Business and Supply Management

Yvonne Krack

Marketing Manager Executive Education


Short Facts:

  • Negotiations
2018-10-29 / 2018-10-30
2019-06-12 / 2019-06-13
Place Düsseldorf
Language English
Price 1.950 €

Scholarships for ambitious women

Are you looking for a new professional development opportunity? We offer two scholarships (25% discount) for visionary women who want to enhance their negotiation skills in our Negotioations Program at WHU! Please send your CV and a letter of motivation to until 8 weeks before the program starts.

What participants say:

Dr. Tina Gausling, LL.M. (Columbia University)
Lawyer / Associate, Osborne Clarke

The Negotiations Program provided excellent insights for optimizing my negotiation strategy, as well as generating new ideas. This was an extremely interesting and practical course.

What participants say:

Jens Delventhal, Körber AG,
Head of Production Material, Corporate Purchasing

We learned that preparation is a very important aspect and you can never take too much time to prepare for your next negotiation.