Are you ready to boost your negotiation skills? Do you want to learn how to secure your own interests while not harming the relationship with your negotiation partner? Are you interested in the psychology underlying negotiations? In this new 3 half-day online masterclass, designed for professionals, you will improve your abilities to prepare and conduct business negotiations. The next masterclass will take place online, on Wednesday 24, Thursday 25 and Friday 26 March 2021.
From forging agreements with your suppliers, raising money from investors, resolving disputes within the firm, or crafting business relationships with your customers - the ability to negotiate effectively is a central managerial skill that determines both your own career development and firm performance.
This masterclass offers you a mix of hands-on negotiation exercises and the discussion of cutting-edge negotiation management concepts. It generally builds on the principles of the widely known Harvard Method but incorporates almost 4 decades of negotiation research and evidence-based practices since its development. After this masterclass you will have improved your ability to plan and conduct business negotiations.
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.
During 3 half-day sessions, you will be provided with a platform for interactive discussions about the dynamics of negotiation and to exchange experiences and best practices with each other. To immediately apply and train the learned content, each session also features one interactive negotiation simulation.
During 2 knowledge sessions of 90 minutes each, you will be provided with the basic negotiation theory in a series of 12 short videos (ca. 5 min per video), that you will apply during class days. Each knowledge session ends with a short multiple-choice test to help you check your understanding of the session’s concepts (you can retake the test as often as you want/need).
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. To keep the process and outcomes of the masterclass focused on high-quality discussion and output, there will be a maximum of 12 participants.
|Dates:||Spring edition: Wednesday 24, Thursday 25 and Friday 26 March 2021|
|Autumn edition: Wednesday 17, Thursday 18 and Friday 19 November 2021|
|Times:||09:00 - 13:00|
*UvA alumni receive a 10% discount. Fees are VAT-exempt.
|Mode of study:||Online masterclass (via Zoom)|
|Certification:||You will receive a Certificate of Attendance from the University of Amsterdam|
|PE-portfolio:||14 PE hours (suitable for PE-portfolio)|
Dr. Alfred Zerres is Associate Professor for Marketing and Business Psychology and the Director of the Amsterdam Business School Behavioral 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 on four continents.
‘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!'
* Prof. Alfred Zerres has received these evaluations for the onsite masterclass Business Negotiation.
Do you have questions about this or other open programmes? Please contact:
drs. Vanessa Rijkeboer
Manager Executive Education
T: +31 (0)20 525 7146
|Mode||Part-time , short-term , module|
|Credits||0 ECTS, 14 PE, 2 days|
|Language of instruction||English|
|Starts in||March , November|