Skip to content
  • OPEN TRAINING PROGRAMMES
    • OPEN TRAINING PROGRAMMES

      Develop Your Skills

      • Managing People & Teams
      • Leadership Skills
      • Communication & Presentations
      • See all
        See all

      Your Seniority

      • New Managers
      • Managers
      • Senior Managers
      • See all
        See all

      Your Industry

      • Pharmaceutical
      • Mining
      • Chemicals
      • See all
        See all

      MCE Near You

      • Germany
      • Belgium
      • Switzerland
      • See all
        See all

      Discover More

      • MCE Mini MBA's
      • MCE Essentials
      • All Access Passes
      • See all
        See all

      Special Editions

      • Demo Sessions (FREE)
      • MCE Weeks
      • AMA Certification
      • See all
        See all
  • CUSTOMIZED LEARNING SOLUTIONS
    • customized learning solutions

      • What are Customized Learning Solutions
      • Focusing On Your Goals & Needs
      • Your Learning Solution Options

      MCE CLIENT STORIES

      • The Teijin Group
      • MSC Cruises
      • AMGEN
      • See all
        See all

      other corporate services

      • Licensing of Programmes
      • Executive Updates
      • All Access Passes
      • Certification
      • Business Resources
      • See all
        See all
  • OUR INSIGHTS
      • Diversity & Inclusion
      • Oil & Gas Industries
      • Strategic Analytics
      • Women's Leadership Centre
      • See all
        See all
  • ABOUT MCE
      • About MCE
      • Partnerships & Memberships
      • Contact Us
  • OPEN TRAINING PROGRAMMES
    • OPEN TRAINING PROGRAMMES

      Develop Your Skills

      • Managing People & Teams
      • Leadership Skills
      • Communication & Presentations
      • See all
        See all

      Your Seniority

      • New Managers
      • Managers
      • Senior Managers
      • See all
        See all

      Your Industry

      • Pharmaceutical
      • Mining
      • Chemicals
      • See all
        See all

      MCE Near You

      • Germany
      • Belgium
      • Switzerland
      • See all
        See all

      Discover More

      • MCE Mini MBA's
      • MCE Essentials
      • All Access Passes
      • See all
        See all

      Special Editions

      • Demo Sessions (FREE)
      • MCE Weeks
      • AMA Certification
      • See all
        See all
  • CUSTOMIZED LEARNING SOLUTIONS
    • customized learning solutions

      • What are Customized Learning Solutions
      • Focusing On Your Goals & Needs
      • Your Learning Solution Options

      MCE CLIENT STORIES

      • The Teijin Group
      • MSC Cruises
      • AMGEN
      • See all
        See all

      other corporate services

      • Licensing of Programmes
      • Executive Updates
      • All Access Passes
      • Certification
      • Business Resources
      • See all
        See all
  • OUR INSIGHTS
      • Diversity & Inclusion
      • Oil & Gas Industries
      • Strategic Analytics
      • Women's Leadership Centre
      • See all
        See all
  • ABOUT MCE
      • About MCE
      • Partnerships & Memberships
      • Contact Us
Search

Training Programmes  >  Develop Your Skills  >  Leading Self  >

Essentials of
Negotiation

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

See dates & locations

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.
  • Business Professionals
Specialists, engineers, chemists, technical staff, logistics, commercial positions, project managers etc
  • New Managers
Managers of teams including team leaders with up to 3 years' experience in this role
  • Managers
Managers of teams and departments with more than 3 years' experience in this role
  • Senior Managers
Managers of managers, countries, divisions, regions companies with more than 10 years of senior management experience

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
Brochure Download
CONTACT US FOR MORE INFO

Faculty

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Bettina
Hausmann

LEARN MORE

Upcoming Programmes

Choose your preferred learning solution

Face-to-Face
3 days
€2,950
  • SEE DATES

Date
City
Location
Information
29 Sep – 01 Oct 2025
Amsterdam
City Centre
REGISTER
17 Nov – 19 Nov 2025
Vienna
Radisson Blu Style Vienna
REGISTER

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

Contact Us

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

Contact Us - Inco Request
I am interested in training for *
Checkboxes
Checkboxes
  • SEE DATES

  • CONTACT US

Date
City
Location
Information
29 Sep – 01 Oct 2025
Amsterdam
City Centre
REGISTER
17 Nov – 19 Nov 2025
Vienna
Radisson Blu Style Vienna
REGISTER

Contact Us

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

Contact Us - Inco Request
I am interested in training for *
Checkboxes
Checkboxes

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

Other MCE Recommended Programmes

Developing Personal
Influence and
Impact

  • 4 Days In Person
  • Available In Company
  • SEE MORE
    SEE MORE

Getting Results Without
Authority

  • 3 Days In Person
  • 4 Sessions Online
  • Available In Company
  • SEE MORE
    SEE MORE

How to Communicate with Diplomacy,
Tact and Credibility

  • 2 Days In Person
  • 4 Sessions Online
  • Available In Company
  • SEE MORE
    SEE MORE

The MCE Team is ready to
answer your questions

shape-gold.svg

Download Your MCE Programme Guide Here

Download the MCE
Programmes Guide

Your International Partner For Agile People Development
  • +32 (0)2 543 21 20
  • info@mce.eu
  • Glaverbel Building,
    Chaussée de la Hulpe 166,
    1170 Brussels
  • SEE ON MAP
    SEE ON MAP
GET IN TOUCH
Get in touch
I am interested in training for *
Checkboxes
Checkboxes
SUSCRIBE TO MCE NEWS​

Stay updated with the latest research-based articles, training programmes, and more to help you strengthen your leadership skills.

Newsletter Subscription
Checkboxes *

GET IN TOUCH

Get in touch
I am interested in training for *
Checkboxes
Checkboxes

SUBSCRIBE TO MCE NEWS

Stay updated with the latest research-based articles, training programmes, and more to help you strengthen your skills.

Newsletter Subscription
Checkboxes *
© 2025 Management Centre Europe, All rights reserved. Privacy Policy | Sitemap

follow us