Negotiations Program

What you can expect:

A highly interactive and hands-on program, 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. The negotiation course covers 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 negotiation management.

What you will learn:

• Acquire the mindset 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 negotiation class, 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.

Certificate

You will receive a WHU Executive Education Certificate after successfully completing the strategic negotiation training.

Who should attend this 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 program is designed as a fast-paced, intense, and compact negotiation training. It fits well into a busy professional schedule and is, therefore, very suitable for participants in management positions. In the strategic negotiations course, 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.

The minimum number of participants for this program is 12.