Getting to Yes
Negotiation Skills

A course in developing negotiation skills

Handshake symbolizing agreement and negotiation skills

Why offer a seminar on negotiation skills?

Negotiation can have real impact on your business practice and success. Business organizations face a dynamic and changing environment where negotiation is an everyday phenomenon. It is also something that most managers find uncomfortable and sometimes even destabilizing… and believe it or not, we are negotiating all the time – at work and also at home. The risk varies but the concepts are identical.

The Mutual Gains Approach is a fundamentally different approach to negotiation that emphasises turning face-to-face confrontation into side-by-side problem solving.

This method was first set out and developed in « GETTING TO YES » by Roger Fisher and William Ury, founders of the Harvard Negotiation Project. The Mutual Gains Approach is based upon the theory of Principled Negotiation, a proven method for producing agreements that are fair, durable and efficient, in terms of time and resources, in almost any kind of negotiation, from day to day encounters to major financial contracts.

Delivery modes
In-person
Virtual classroom
or blended learning

Duration
7 hours per day

Start Date
Anytime throughout the year

Prerequisites
Intermediate English

Price
1-day course: €525 per participant
2-day course: €1,050 per participant

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Seminar Objectives

Learn through exercises, group interaction and presentation:

Explore the fundamental principles of negotiation and their application across various professional contexts

Understand the key stages of negotiation, from preparation to closing the deal

Differentiate between technical and commercial negotiations and adapt strategies accordingly

Provide participants with practical tools and strategies to enhance their negotiation skills and achieve better outcomes in professional interactions

Offer participants the opportunity to practice negotiation techniques and receive targeted feedback to refine their skills

Target Audience

This “Getting to Yes” negotiation training is designed for:

Managers and Leaders who face negotiation challenges in their roles, aiming to enhance decision-making and problem-solving capabilities
Business Development and Sales Professionals who frequently negotiate contracts, terms, or partnerships and seek to create mutually beneficial outcomes
Project Managers and Team Leaders working in dynamic environments where alignment and stakeholder agreement are critical to project success
Consultants, Legal Advisors, and HR Professionals who regularly mediate discussions and resolve conflicts across departments or with external partners
Professionals in Multicultural or High-Stakes Settings where principled negotiation skills can bridge diverse perspectives and drive successful agreements.

This training is ideal for anyone ready to build confidence, reduce negotiation discomfort, and transform confrontational scenarios into collaborative problem-solving.