Getting to 'Yes': your negotiation style amidst cultures of professionals

AW_SOZMETH_3_GTY

• Why: fundamentals of negotiation: principles, process, practice
• What: develop your own negotiation style
• How to deal with expectations and interests of other professionals
• Practice with (difficult) negotiations based on real life business cases
• English spoken   

​An effective negotiation style is important for engineers, marketeers, project managers, and business leaders when pushing through innovations. Innovation projects often fail to get a lift off, due to misunderstandings, missing management of expectations, or unprepared negotiations. When starting your own business, successful communication and negotiations of the venture’s innovation with business partners are essential. In a business context professionals have to communicate and negotiate effectively with each other. For instance: how can an engineer understand a manager or marketeer, and vice versa?

Students will be able to:

• successfully communicate and negotiate the venture’s innovation with business partners (3)
• negotiate with others in a professional way (3)
• develop an understanding of various styles and of negotiation approaches (3)
• understand causes and consequences of negotiating behavior in different (cultural) business contexts (3)

Gastprofessor Dr. Arjen Verhoeff. Independent researcher; consultancy experience at the Dutch Employers association AWVN, the Netherlands, associated with various Dutch universities and knowledge institutions.