Our Negotiation Program equips you with the skills you need to manage negotiations successfully, even in the most challenging situations. The 2-day program on negotiations provides managers and executives 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. The international participant group allows you to network with peers from various cultural and industry backgrounds.

During hands-on exercises in the program, such as role-plays, you will be equipped with ready-to-use skills. On top of that you will take home improved leadership and communication skills! You will receive a WHU Executive Education Certificate after successfully completing the negotiation seminar.

Short facts

Next date Oct 26, 2020 - Oct 27, 2020
Locations Düsseldorf
Fee 1,950.00 €
Early bird fee 1,800.00 €
until Aug 03, 2020

Your program at a glance

Program content

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.

Program benefits

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 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.


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

Participant profile

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.

Program format and module dates

This 2-day program runs at WHU Campus Düsseldorf.

Negotiations Program: Oct 26, 2020 - Oct 27, 2020

  • Oct 26, 2020 - Oct 27, 2020
  • Düsseldorf

Program faculty

    Contact us

    Yvonne Krack
    Marketing & Admissions Manager Executive Education
    E-mail: openprograms@whu.edu
    Phone: +49211 44709178

    We offer each of our Open Programs also as a Customized Program for corporate clients.

    The advantage for you is that program contents and methods can be adjusted to your company’s strategy and your employees’ skills and needs.

    Please contact us via customprograms@whu.edu if you are interested in a Customized Program.

    Negotiations Program: Interview with Prof. Dr. Lutz Kaufmann

    Read more about the topic of negotiations and this program in a 3-Minute Interview with Prof. Dr. Lutz Kaufmann. Illustrating the most common reasons for failure in negotiations, explaining the relevance of negotiation techniques, and more. Go to the Interview.

    20 Scholarships for ambitious women & emerging markets leaders

    Are you looking for a new professional development opportunity? For most of our Open Programs*, we offer two scholarships (25% and 50% discount) for visionary women and emerging markets leaders who want to enhance their professional skills! Please send the completed application form and a letter of motivation to openprograms@whu.edu until 8 weeks before the program starts. More Information.

    *Please check out the link above to find out which programs are included. One scholarship per person.

    Category: Negotiations
    Open Programs

    Reserve a seat

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