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Business Negotiation

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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 2-day masterclass, designed for professionals, you will improve your abilities to prepare and conduct business negotiations. We are proud that 100% of the participants recommends this masterclass to others and that the average rating is 8.8.The next masterclass will take place on Thursday 25 and Friday 26 March 2021.

This masterclass will be offered in compliance with government regulations and in line with the social distancing rules of a 1.5 metre society.

Improve your ability to conduct business negotiations

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. 

Why join the masterclass Business Negotiation?

  • What will you learn?

    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.
  • Structure and topics

    Day 1: understanding negotiations

    Deconstruct negotiations to understand the psychological dynamics and consequences of each element. You learn to reassemble these elements and create a framework to manage the tactical and strategical tasks of negotiations. With a particular focus on the simultaneous management of economic and relational goals to enable you to secure your own interests without negatively affecting the relationship to the other party. You will train these principles by using negotiation simulations. 

    Day 2: solving difficult negotiations

    Dive into advanced negotiation psychology. You will learn how to plan and prepare complex negotiations and get the opportunity to receive feedback on your own negotiation cases (voluntarily!). All concepts discussed in this masterclass are based on high-quality scientific research and refined through practical experience.

  • For whom?

    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 and fees
    Dates: Spring edition: Thursday 25 and Friday 26 March 2021
    Autumn edition: Thursday 18 & Friday 19 November 2021
    Times: 09:00 - 17:00
    Fee: €1,950* (incl. course materials and light catering)

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

  • Practical information
    Location: Leonardo Royal hotel, Paul van Vlissingenstraat 24, Amsterdam
    Language: English
    Certification: You will receive a Certificate of Attendance from the University of Amsterdam
    PE-portfolio: 14 PE hours (suitible for PE-portfolio)
  • Teaching staff

    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.

  • Reviews

    ‘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!'


Do you have questions about this or other open programmes? Please contact:

drs. Vanessa Rijkeboer
Manager Executive Education
T:  +31 (0)20 525 7146

Facts & Figures
Mode Part-time , short-term , module
Credits 0 ECTS, 14 PE, 2 days
Language of instruction English
Starts in March , November