Business Negotiations

How to Negotiate Long-Lasting Agreements

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Summary

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.  

Objectives

Target audience

  • Learn how to negotiate to achieve the "triple win" (me-you-us)
     
  • 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 negotiate in one of the following areas: insurance, health, energy and environment, sport and other social actions
     
  • Communication specialists and managers
     
  • HR staff or internal business communication staff
     
  • Business professionals of any background (legal, finance, banking) 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

Certification

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

Date

Fridays 29 September and 6 October 2017
From 8h45 to 17h15 

Registration

Please complete the application formular and include a CV with your application
Deadline for applications: 18th of September 2017 

Fees

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

Informations

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

Administrative Coordinator
Sara Wenger
sara.wenger@unine.ch
Tél. 032 718 13 60

Trainer
​Kasia Jagodzinska, PhD
katarzyna.jagodzinska@unine.ch
Tél. 032 718 15 67

Academic Director
Professor Valéry Bezençon
valery.bezencon@unine.ch
Tél. 032 718 13 67

 

Contact

Administrative Coordinator
Sara Wenger
sara.wenger@unine.ch
Tél. 032 718 13 60

Deadline for application

18 September 2017

Download application form

Date

2-day training course

Friday 29 September 2017 and
Friday 6 October 2017
From 8h45 to 17h15

Language

 English  langue_anglais.jpg
 

Place

University of Neuchâtel
CH - 2000 Neuchâtel

Direction

Trainer
​Kasia Jagodzinska, PhD
katarzyna.jagodzinska@unine.ch
Tél. 032 718 15 67
 

Academic Director
Professor Valéry Bezençon
valery.bezencon@unine.ch
Tél. 032 718 13 67

Documents

  • Flyer Business Negotiations