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Training Programmes > Develop Your Skills > Leading Self >

Essentials of Negotiation

Get the skills, insights and competencies to conduct negotiations successfully at every level.

The Key Issues

In your role as a manager, you are faced with situations where you have to negotiate nearly every day. It might be with clients, colleagues, business partners or even suppliers. However, key negotiation skills are not something that comes naturally to most managers. You need to learn different skills and behaviours for each stage of the negotiation process and to close the negotiations effectively.

Negotiation skills

Active listening skills

Communication skills

Key Competences

Persuasion and Influence

Planning for negotiations

Managing confrontations

The Right Programme for You

You work in sales, purchasing or are a head of a team or department, and you need to negotiate the best possible terms of an agreement for your company. This programme gives you the skills you need in your day-to-day role.

Highlights

Identify and use the six stages of the Negotiation Model.

Explore the four dimensions of DISC and how it impacts persuasion and negotiations.

Plan your own strategy to apply to your negotiations.

Learn, Practice and Use

Develop an effective plan and strategy for any negotiation you encounter
Know what behaviour to adapt at each stage of the negotiation process
Successfully apply the principles of persuasion to any negotiation situation
Know when—and when not—to negotiate
Learn the 6 stages of the Negotiation Model

Effectively negotiate face-to-face, on the phone or through e-mail and other media
Understand the four dimensions of DISC and the style tendencies of each
Identify why negotiations become derailed and how to avoid negotiation traps
Learn how to use different communication techniques in different situations Become a great negotiator in your role

Programme Details

Essentials of Negotiation: for all Business People is a 3 day hands-on training programme, highly interactive with exercises and role plays. The programme focuses on the key skills you need to negotiate as a manager today. Learn how to plan your negotiation in advance and use both persuasion and communication skills to drive the negotiations forward. You leave the programme with an action plan that you can implement straight away.

Seven Programme Modules

1 | What is Negotiation?

The basic concepts of negotiation
What is negotiable in typical business situations
Identify approaches to negotiation

2 | Negotiation Stages

Identify the six stages of negotiation
Use appropriate behaviours in each of the stages
Define the influences on the negotiation process

3 | Planning Your Negotiation

Plan a negotiation
Determine a settlement range
Apply the planning framework in practice negotiation

4 | Persuasion

Apply the persuasion process
Use the frame/reframe process to understand the other party
Examine possible approaches to use when there is confrontation
Use listening skills in the negotiation process

5 | Communication

Explain the four dimensions of DISC and the style tendencies of each
Describe the characteristics of dual styles and their impact on negotiations
Describe how to adapt style to maximize the results of negotiations
Identify why negotiations become derailed and how to avoid negotiation traps

6 | Crafting a Strategy for Your Negotiation

Plan a strategy to apply your negotiations
Describe the process of identifying a problem or issue for negotiation
Identify steps and techniques for choosing appropriate communication methods
Create and apply a strategy for a business negotiation simulation

7 | Action Plan

Apply what you’ve learned to plan a negotiation for back on the job

Faculty

Bettina
Hausmann

Upcoming Programmes

Choose your preferred learning solution

3 days

€2,950

SEE DATES

Date

City

Location

Stage

16 Jun – 18 Jun 2025

Amsterdam

To be confirmed

Scheduled

REGISTER

28 Jul – 30 Jul 2025

Barcelona

To be confirmed

Scheduled

REGISTER

17 Nov – 19 Nov 2025

Vienna

To be confirmed

Scheduled

REGISTER

This programme is available
as an In-Company solution
for your teams.

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

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SEE DATES
CONTACT US

Date

City

Location

Stage

16 Jun – 18 Jun 2025

Amsterdam

To be confirmed

Scheduled

REGISTER

28 Jul – 30 Jul 2025

Barcelona

To be confirmed

Scheduled

REGISTER

17 Nov – 19 Nov 2025

Vienna

To be confirmed

Scheduled

REGISTER

Contact Us

Get in touch with the MCE team to learn more about implementing this programme for your team.

First Name

Last Name

Company

Job Title

Phone

Country

Request

Checkboxes

I would like to receive the latest research-based articles and training programmes from Management Centre Europe.

Checkboxes

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Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

Agata Kulik, Product Manager Special Salts, Jungbunzlauer Ladenburg GmbH, Germany”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

Andreas Armenat, Head of Production, GO Generics & Standard Solutions, Fresenius Kabi AG, Germany

“Very interesting topics, international and multicultural environment. Very professional coach.”

Alessandro Foresio, Vice President,
Logic S.p.A., Italy

“The subjects covered were extremely relevant and gave input to my personal development.”

Rosa Karen Schmidt, Senior VP-Assistant, Novo Nordisk, Denmark

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Influence and
Impact

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Authority

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How to Communicate with Diplomacy,
Tact and Credibility

SEE MORE
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Develop Your Skills

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Your Industry

MCE Near You

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Develop Your Skills

Your Seniority

Your Industry

MCE Near You

Discover More

Essentials of Negotiation

The Key Issues

Negotiation skills

Active listening skills

Communication skills

Key Competences​

Persuasion and Influence

Planning for negotiations

Managing confrontations

The Right Programme for You

Highlights

Explore the four dimensions of DISC and how it impacts persuasion and negotiations.

Plan your own strategy to apply to your negotiations.

Learn, Practice and Use

Programme Details

Seven Programme Modules

Faculty

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

BettinaHausmann

Upcoming Programmes

Contact Us

Contact Us

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Testimonials

"“It is a perfect possibility to connect with people from different industries, who are dealing with the same issues.”

“Facilitator, content, tools, methods, room were very good and fitted to the participants and their needs.”

“Very interesting topics, international and multicultural environment. Very professional coach.”

“The subjects covered were extremely relevant and gave input to my personal development.”

Other MCE Recommended Programmes

The MCE Team is ready to answer your questions

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Key Competences

Bettina
Hausmann

Bettina
Hausmann

Bettina
Hausmann

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Hausmann

Bettina
Hausmann

The MCE Team is ready to
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