Essentials in Negotiation

By the end of the seven-module journey, you won’t just have a seat at the negotiation table – you’ll have the confidence and skills to shape the discussion.

Module 1: Defining negotiation

• Define negotiation and recognise the range of situations, beyond formal deal-making, where a negotiated approach applies
• Distinguish the three dimensions of negotiation
• Evaluate a negotiation outcome against multiple criteria for success

Module 2: Preparing to negotiate: Decisions, biases and parameters

• Explain negotiation as a decision-making process
• Learn how biases can affect your judgement
• Use key negotiation parameters such as aspiration point, exit point, and BATNA to prepare a clear and well-informed position

Module 3: The people dimension

• Understand why emotional and social needs shape behaviour
• Develop techniques to build trust, understand the other party's concerns to create more constructive interactions

Module 4: The process dimension

• Prepare for a negotiation using a structured planning approach
• Create the conditions for a productive negotiation

Module 5: The problem dimension

• Recognise the difference between positions and underlying interests in a negotiation
• Understand what are the sources of leverage (bargaining power)
• Identify the principles of persuasion

Module 6: Negotiation strategies

• Discover the five negotiation strategies
• Understand which appropriate strategy applies to a given negotiation context
• Examine the risks and trade-offs involved to enable more informed strategic choices

Module 7: Multiparty negotiation and other complications

• Learn how to respond effectively to challenging negotiation tactics
• Apply a structured approach to move a stalled or resistant counterpart toward cooperation
• Adapt your negotiation approach to multiparty settings

Programme design

This online journey brings together learning formats including videos, exercises, quizzes, case studies and real-life examples. You’ll also have recommended readings and questions to help you reflect on your own experience.

You can start Essentials in Negotiation at any time – and study wherever and whenever suits you. It takes about 10 hours to complete the programme, and you can split this time over a maximum of three months.

• Become a more confident and effective negotiator
• Prepare strategically and make better decisions
• Move beyond positions to create better outcomes for all parties involved
• Handle people, emotions and difficult conversations
• Navigate complex negotiations with confidence

Looking to develop more advanced negotiating skills? Check out our Negotiating to Create Value programme.

• Professionals who are starting out in negotiation – or considering roles where negotiation will be necessary
• Functional experts who are directly involved in negotiations, such as sales managers, project managers, product managers, …
• Any professional who wants to learn the essentials of negotiating

Boost your impact – and your budget
Did you know you may be eligible for:

• Group discount: Register three participants from the same company at the same time and get 15% off
• Alumni discount: Vlerick alumni get a 10% discount on the programme fee for all open programmes, including conferences. The discount does not apply to additional exams or assessments, such as micro-credentials, or to our Take the Lead programmes. Learn more about our open programmes

Check all our benefits and make the most of your investment.