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Our Negotiations Program equips you with the skills you need to manage negotiations successfully, even in the most challenging situations. The 2-day program 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 program.

Short facts

Next date Oct 28, 2019 - Oct 29, 2019
Locations Düsseldorf
Fee 1,950.00 €
Early bird fee 1,800.00 €
until Sep 02, 2019

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. 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.

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 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.


You will receive a WHU Executive Education Certificate after successfully completing the program.

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 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.

Program format and module dates

This 2-day program runs at WHU Campus Düsseldorf.

Negotiations Program: Oct 28, 2019 - Oct 29, 2019

  • Oct 28, 2019 - Oct 29, 2019
  • Düsseldorf

20 Scholarships for ambitious women

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

* Excluding CIO Leadership Excellence Program, General Management Plus Program and General Management in Sports Business Program (SPOAC).

Category: Negotiations
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