Business Negotiations

How to Negotiate Long-Lasting Agreements



In order to succeed in a rapidly changing and highly competitive market, businesses need to rethink the rules for engaging with each other. Executives are looking for new ways to interact optimally with customers, suppliers, employees, and other constituencies in this environment. Most courses aim at helping executives create value for their organizations by being better at analysing, designing and executing the processes for one-sided negotiations and deal making. This course uncovers and helps comprehend how to negotiate for sustainability. It encourages executives to step away from the traditional distributive “us” versus “them” approach, and explore the integrative opportunities to maximize value for all the parties involved in view of arriving at mutually acceptable solutions and securing a long-lasting commitment

Business Negotiations is an intensive 2-day training course designed to boost the participants’ negotiating confidence with an aim of securing long-lasting and mutually acceptable agreements. It is designed to provide a toolbox for effective business negotiations. The course is highly interactive and engaging through the use of negotiation simulations, case studies, experiential learning exercises, personalized debriefing, and exchanges with other participants.  


Target audience

  • Learn how to adopt an "us" versus "them" approach to negotiations

  • Prepare for a successful negotiation by managing emotions, communication and perception
  • Find out what are the best tactics and techniques for securing long-lasting agreements
  • How to avoid the most common pitfalls of negotiation ? 
  • Apply theory to practice on concrete business situations
  • Program or project managers aiming to enter into business, legal, contract, financial and any other negotiations with clients, customers, suppliers, sub-contractors, employees, employers, future or existing business partner.
  • Business professionals of any background who are required to negotiate long-lasting agreements, conduct international business transactions, and communicate with clients in complex business situations. 

Admission conditions

A diploma of a higher education institution or equivalent title


Upon successful completion of the course, the participants will be awarded with an Attestation of participation issued by the Faculty of Economics and Business of the University of Neuchâtel


Fridays 21 & 28 September 2018 
From 8h45 to 17h15 


Please complete the application formular and include a CV with your application
Deadline for applications: 14 Septembre 2018
Download application form


CHF 900.- / participant
including lunch, coffee breaks and printed materials 


University of Neuchâtel​
Faculty of Economics and Business
Avenue du 1er-Mars 26
CH-2000 Neuchâtel

Administrative Coordinator
Sara Wenger
Tél. 032 718 13 60

​Kasia Jagodzinska, PhD
Tél. 032 718 15 67

Academic Director
Professor Valéry Bezençon
Tél. 032 718 13 67



Deadline for application

14 September 2018


Download application form


2-day training course

Fri 21 & 28 September 2018


Administrative Coordinator
Sara Wenger
Tél. 032 718 13 60


uk.png English
france.png Français
In order to accommodate the requests of interested participants, the training will be conducted in French.


University of Neuchâtel
CH - 2000 Neuchâtel


​Kasia Jagodzinska, PhD
Tél. 032 718 15 67

Academic Director
Professor Valéry Bezençon
Tél. 032 718 13 67