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Business Negotiation

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. Former participants rated the masterclass with an 8.8 average.

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

    Understanding negotiations

    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.

    Knowledge sessions

    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).

  • 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: Wednesday 23, Thursday 24 and Friday 25 March 2022
    Autumn edition: Wednesday 16, Thursday 17 and Friday 18 November 2022
    Times: 09:00 - 13:00
    Fee: €1,950*

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

  • Practical information
    Mode of study: Online masterclass (via Zoom)
    Language: English
    Certification: You will receive a Certificate of Attendance from the University of Amsterdam
  • 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!'

    '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.'

Contact

Do you have questions about this or other open programmes? Please contact:
Jannice Daha LLM
Manager Executive Education
E: executive-education@uva.nl
T:  +31 (0)20 525 6134

Facts & Figures
Mode Part-time, short-term, module
Credits 0 ECTS, 3 half days
Language of instruction English
Starts in March, November