Negotiation Master Class
Negotiating wise agreements
Learn the core elements of successful negotiation

World Economic Forum and McKinsey Global Institute included negotiation and many skills related to it among foundational skills, proficiency in which “is already associated with a higher likelihood of employment, higher incomes, and job satisfaction."

These skills are likely to become even more essential in the future world of work. It is, therefore, important to learn and practice the methods, strategies and tactics that optimize our performance in various negotiation settings.

In this seminar, the participants will learn the core elements of successful negotiation and work on improving their ability to master all types of negotiations in practice.

Our seminar is based on solid scientific foundations and is designed to generate high practical impact for the participants and their organizations.

Pedagogical Approach

The seminar follows the concept of experiential learning. Each module starts with a simulated negotiation designed to test the participants’ intuition in a particular negotiation setting.

The negotiation is followed by a detailed debrief and feedback and an interactive introduction of research supported negotiation strategies and tactics.

The modules conclude with another negotiation designed to give the participants an opportunity to strengthen and/or modify their intuition.

The negotiation Challenge

Successful participants are encouraged to apply and test their newly acquired negotiation skills and register for the Negotiation World Championship under https://professionals.thenegotiationchallenge.org.

During the competition, the participants will negotiate and network with some of the world’s best negotiators in four carefully designed negotiation rounds, receive feedback from negotiation experts and master their negotiation skills.

Benefit for participants


1 Deepen your knowledge and develop your negotiation skills
2 Build trust and establish cooperative relationships with your internal stakeholders and external partners
3 Learn how to effectively prepare your negotiations and understand their nature and dynamics
4 Based on simulated negotiation situations, learn and practice how to effectively master your negotiations
5 Prepare for applying newly learned negotiation strategies, method, and tactics to the appropriate negotiation setting
6 Benefit from better negotiated outcomes translating to monetary gains for you and your organization and improved quality of your life

Benefits for organizations


Strengthen your corporate culture by emphasizing the meaning of trust in interpersonal relationships between the organization members
Benefit from your employees’ enhanced abilities to manage and resolve conflict and make better joint decisions
Gain a competitive edge by developing smart negotiators who can design and negotiate key strategic deals for your organization
Help your sales or procurement managers generate more revenue or lower your cost

Agenda

Day 1:

Time
Seminar content
09.00 - 10.30
Trust, cooperation, reputation, reciprocity and their importance in negotiation (simulation 1)
10.45 - 12.45
Efficiency of negotiation, value creation and claiming (simulation 2)
13.30 - 15.00
Introduction to distributive negotiation (simulation 3)
15.15 - 17.00
Distributive negotiation and value claiming strategies (simulation 4)
18.30 - 21.00
Welcome Dinner

Day 2:

Time
Seminar content
09.00 - 10.30
Introduction to integrative negotiation (simulation 5)
10.45 - 11.45
Introduction to principle based negotiation
13.00 - 15.00
Applying principle based negotiation in practice (simulation 6)
15.15 - 16.30
Review of the recorded negotiations and feedback to participants

Faculty

Prof. Dr. Remigiusz Smolinski
Prof. Dr. Remigiusz Smolinski

Prof. Dr. Remigiusz Smolinski is an internationally recognized negotiation expert and scholar.

In his research he has focused on the theory and practice of negotiation, especially in an international environment. Prof. Smolinski graduated with a PhD from the Leipzig Graduate School of Management (HHL) in the subject of international negotiation. He was visiting scholar at the Harvard’s Program on Negotiation, Tufts University’s Fletcher School of Law and Diplomacy and many other leading institutions.

In the field of negotiation, Prof. Smolinski has published numerous specialist articles in peer-reviewed journals and is an honorary professor at the Leipzig Graduate School of Management. In addition to his academic career, he has extensive business experience as a senior executive, management coach and trainer. Prof. Smolinski is the founder of The Negotiation Challenge, a leading international negotiation competition for students and professionals.

Page Last Modified : 19/11/2021