Negotiation situations do not need to be stressful!

Negotiation situations can be quite confusing. Think of salary negotiation for your first job or proposing a project budget to your manager. You don’t want to get a bad deal, yet you also don’t want to alienate the other side.

This course will utilize negotiation roleplays, to help you apply learned theory and make you more skilled and confident in a negotiation situation. To make the sessions as practical as possible you will have a short preparation homework (book chapter and videos).

Full course details

Week 1: Introduction

You will meet your instructor and classmates. Together, we will explore the role of negotiations in day-to-day life and your future careers. You will set your personal goals for these classes. Before we end our first session with an interesting role-play exercise, you will be introduced to the book that we will read during this course: 'Never split the difference' by Chris Voss.

Week 2: Conventional negotiation approaches

During this class, we discuss and implement the conventional negotiation techniques, mostly developed during the 80s and 90s at leading business schools. During exercises, we explore the power and guidance of rationality. This will set the foundation for elaboration in the weeks to follow.

Week 3: Human perspective in negotations

After starting with a case study and exercise, we explore the other facets that drive human behaviour in day-to-day life, specifically in negotiation. You will learn to shift your attention from yourself to the other party.

Week 4: Emotions during negotiations

In this class, we explore what impact emotions have on negotiations. More specifically, we look at the feeling of being in control, one of the key drivers of people's behaviour.

Week 5: Communication techniques

We will explore various tools that will help you have more effective conversations, allowing you to gather information and make the other party feel safe, heard and understood.

Week 6: Bringing it all together

The last class is an opportunity to put all your learnings into practice. You will make a plan on how you can make sure that you will benefit from the learnings for the rest of your life.

SIGN UP

Jelmer Smits

As a former EUR student himself (MSc Global Business & Sustainability), Jelmer would like to give current students something he dearly missed himself during his studies: valuable & accessible lessons in presentation skills. Not only he has his own business in teaching presentation skills (PresentThing.nl) where he focuses on comfortable habits that drastically improve everyone’s presentation performances, but he has also taught two rounds of EPSA. This time around he'll be in charge of the Dutch version of the project.

What you need to know

IT'S COMPLETELY FREE

Participation in the course is free, however full participation will be required once you signed up and you are selected. (First session is mandatory).

IT'S ONLY 6 WEEKS

You will see your trainer once a week, for 6 weeks. Besides the coaching session there is preparatory material that you will need to cover before hand.

YOU GET A CERTIFICATE

We know that life happens. As long as you do not miss more than one training session and you deliver the final assignment, you will get one.

RECORDINGS

Small parts of some sessions might be recorded, or screenshots of the zoom calls might be taken for communication, education and/or marketing purposes.

DISCLAIMER

*Applications work on a first-come, first-serve basis; however, time slots will only open if a minimum of 8 students enroll.

MANAGEMENT OF DATA

You can know more on how we manage your data on our policy page.

Sadly our first cohort is full! We will be back with another masterclass in September!

If you are interested in the course, leave your email below and we will contact you next academic year with more info!

A strategic playbook for becoming a persuasive negotiator!