During the 2 full-day sessions, you will develop a dynamic framework for negotiations. During the course we alternate the discussion of theoretical concepts and their implementation, the exchange of experiences and best practices from your daily business, and interactive negotiation simulations. During these negotiation simulations, you get the opportunity to immediately apply and train the developed concepts and get direct behavioural and performance feedback.

After completion of the masterclass you will have developed an advanced understanding of the psychology underlying negotiations. This enables you to protect yourself against exploitation and optimises your own behavior during negotiation.

• You will learn to effectively claim value and secure your interests in negotiations without harming the relationship to your counterpart.
• You will learn to create value and identify negotiation solutions that integrate all parties’ interests (win-win agreements).
• You will learn to systematically plan and prepare negotiations.
• You will learn to form and manage effective negotiation teams.

This masterclass is for you if you are a professional and want to build an advanced understanding of negotiation dynamics and sharpen your negotiation skills. You will benefit from the course whether you already have negotiation experience or whether negotiation is still new to you. Typical participants have job profiles related to sales, procurement, and project management, or participate in preparation for a senior management position. Additionally, we regularly welcome participants with diverse job profiles that aim at improving their negotiation expertise for a variety of reasons.

To keep the process and outcomes of the masterclass focused on high-quality discussion and output, there will be a maximum of 20 participants.

*UvA alumni receive a 10% discount. Fees are VAT-exempt.

STAP Budget

You can request a STAP Budget for this programme. To be eligible for the subsidy of €1,000 you need a STAP registration certificate. To get this, tick the STAP Budget box in the application form above. Take into account that there are deadlines for registration and receiving the necessary STAP registration certificate.

Dr. Alfred Zerres is an Associate Professor of Business Psychology and specialised in negotiation in research, teaching, and consultancy. He is also the Programme Director Executive Education and the Director of the Amsterdam Business School Behavioural Laboratory.
His research on negotiation has been published in leading academic journals, such as the Journal of Applied Psychology, Academy of Management Review or the Journal of Management. Between 2015 and 2017 he served on the executive board of the International Association for Conflict Management (IACM), the world’s leading organisation for negotiation and conflict management. He has a long track record as consultant and provides inhouse negotiation trainings for large multinational corporations worldwide.

‘The insights I have personally gained from the business negotiations class are priceless as I have been able to guide our task force towards a successful negotiation through the application of the theories learnt.’

‘Having a foundation of knowledge on the topic of negotiation has allowed me to establish myself as an indisposible member of the team and think innovatively when met with challenges.’

‘I would like to thank you for this course and I can advise everyone who is negotiating in his daily work to follow this masterclass. It brings you to a higher level and makes you a better businessperson!’

'Why would I tell my possible future negotiation counterparties about such a valuable and useful course?'

'If you want to know the dynamics around business negotiations and practice them, this is the course for you!'

'It was a nice experience! Thank you for this!"

'Great Professor, Great course.'

'Very good job in making an online course that is so interactive.'

'Great experience, I really enjoyed both the theory and simulations.'