Negotiations Techniques and Win/Win Negotiations | KLU

Diego Jorge Garcia Susini, KLU student, Executive MBA

Negotiations Techniques and Win/Win Negotiations

Target Group: 

  • Group/Team leaders
    • Department heads
    • Divisional heads
    • Sales and Planning executives

    Program Duration: 3 days

    Method: Interactive workshops, group work, role plays

    Academic Directors: Prof. Dr. Rod Franklin and Prof. Dr. Niels van Quaquebeke

    Certificate: KLU Executive Education Program Certificate


    • Concept and significance of negotiations in interpersonal and intercultural communication 
    • Quality criteria for negotiations: what is a „good“ outcome?
    • Conflict strategies and advantages of clear win/win strategies
    • The principle of open negotiations, its psychologogical basis and practical applicability
    • Building relationships of trust
    • Dealing with difficult negotiating partners
    • Using Communication skills in negotitions
    • Optimal preparation of negotiations
    • Negotiating as a team


    Participants will be introduced to the wider domain of negotiations. Topics range from distributive (win/lose) to integrative negotiations (win/win), and include issues such as employing psychological tactics and counter-tactics, carving one's communication more deliberately, and awareness of body language. The sections will entail respective theoretical input but also a plethora of practical exercises to illustrate the dynamics at play. Additional work will include the discussion of the practical cases that participants have when negotiating in business.

    Learning Outcomes and Benefits for your Company

    Within this interactive workshop, participants will develop their managerial skills in the context of leading successful negotiations. The objective of the workshop in negotiation skills is to enable participants to achieve win-win outcomes in negotiations in order to get the best result for themselves and their companies while maintaining good relationships with their negotiating partners. By means of role play exercises, advanced concepts of successful negotiations will be trained.

    Thus, at the end of the workshop participants will be able to analyze negotiation settings in terms of structure, involved interests, opportunities and barriers, and a range of tactics and counter-tactics. They will further be able to build trust, persuade, and build bargaining relationships and to apply negotiation tactics and counter-tactics.