Business negotiations


We all negotiate on a daily basis. On a personal level, we negotiate with friends, family, landlords, car dealers and employers, among others. Negotiation is also the key to business success. No business can survive without favorable contracts. In business, negotiation skills can lead to your career advancement. So learning how to negotiate effectively is an important skill in business and in life. If you become a better negotiator, you are more likely to get the deal you want, get a better job offer and create additional value.

In this course on business negotiation, you will learn the elements of successful negotiation, including problem solving and conflict resolution. This course includes a simulated model of a business negotiation where you can study its various aspects, and it also provides a prerequisite for applied business negotiations, which will involve actual negotiations through online meetings in small teams of candidates representing each party.

In this online course, you will learn about the negotiation process, beginning with identifying the goals and challenges of each party and continuing with the skills and tactics of successful negotiation. You will also explore how the business context motivates each party. Finally, you will learn about the different transactional structures that can be used to achieve each party’s goals. You will also explore the ethical, professional, political, and social issues that can arise in a business negotiation.

Key benefits

This course will help you improve your negotiation skills by introducing you to relevant tools and terminology as well as practical negotiation tactics. During the course you will have the opportunity to review and analyse real case studies and learn how to combine different negotiation techniques to achieve the best results. In the end, you’ll leave better prepared to get the results you want in any business situation – a skill that will pay dividends for a lifetime.

After taking this course, you’ll improve these skills in particular:

Basic information:

  • 5 weeks
  • English
  • On-line
  • € 520
  • Anytime


Students have access to an online library with more than 10,000 professional publications, books and professional papers.


For whom the course is suitable

This course is suitable for anyone who wants to improve their position or take their company to the next level through better terms, contracts or other important decisions. Whether you’re negotiating regular contracts or high-stakes mergers, you’ll learn how to achieve better results through a more comprehensive and strategic approach to contracting – before, during and after negotiations.

You are purposeful

You know what you want to achieve and you need support along the way. The course will enable you to better navigate certain situations, make the right decisions and, above all, take action.

You have a vision

You will learn how to handle emotionally challenging situations and deal with them effectively so that the outcome is directed towards fulfilling your vision, interests and the goals of everyone involved.


Communication is often the key element that influences the outcome of a business deal. That is why it is emphasized in this course and after completing the course, communication will no longer be something you are afraid of or worried about.

What you will learn in the course

Effective decision making

Learn the difference between distributive and integrative negotiation and how to use each of these approaches to negotiation to create maximum value. Then you'll learn how to balance the two approaches to increase your chances of closing the deal and creating even more value. By the end, you will have the tools to not only effectively allocate your share/interest, but also to increase it in a way that benefits both you and your negotiating partner.

Negotiating on a business basis

This course is designed for managers - from business, government, international organizations or NGOs - who want to go beyond intuition and learn proven tools to help them achieve greater negotiating success. We'll enable you to better develop cross-cultural foresight and flexibility in negotiation - both crucial skills in an international environment, and ultimately you'll be able to choose and lead the mediation process. You will gain a deeper understanding of conflict resolution in the workplace and internationally.

Negotiation strategy

The art of negotiation is a daily occurrence in the lives of employees at all levels and in all positions. Participants will learn how current approaches to negotiation strategy and tactics are used, what negotiation entails, and what types of negotiation relationships exist, from hard bargaining to win-win negotiations to fully partnered and personal relationships. We will examine the personal and behavioral characteristics of an effective negotiator and discuss how empowerment, power, and authority influence the negotiation process and outcome. Topics include the importance of planning and preparation for negotiation.

Psychology of Negotiation

This course focuses on the psychological element of negotiation. You will learn how understanding your own mental state and that of your partner can significantly affect the course of a negotiation. You will learn techniques that will enable you to develop your emotional intelligence to better communicate with the other party. You will also learn about negotiations that have failed due to certain feelings and what to do to save them.

Executive course tuition fee

If you are ready to take your career and personal life up a notch and want to get an education with an innovative and practical approach, don’t hesitate to apply!

Course tuition: € 520

Payment can be made in one lump sum or spread over up to 3 interest-free instalments. A first instalment of € 200 is always required before the start of the study

Tuition fees include all study materials and access to all seminars or online lectures organised by the European Institute of Finance & Management.

5% discount
If the student decides to pay for the course in one lump sum before the start of the course, a 5% discount will be applied additionally to the course price.

About the certificate

Upon successful completion of the course, you will receive a certificate of completion from the European Institute of Finance & Management, which will be valuable evidence that you have developed better skills, knowledge and abilities in business negotiation and soft skills of the company and will be able to contribute to the successful development of the organization.

Throughout the course you will be continually assessed in relation to completing a number of practical assignments. These assignments are always completed online and successful completion is a prerequisite for completing the entire course. You must therefore complete all the assignments given to you as part of your studies in order to be issued with a certificate of successful completion. These assignments vary from course to course and are based on the difficulty of the course and the requirements of the course sponsors or lecturers.

The certificate will be issued in your legal name and will be sent to you on successful completion of the programme as per the requirements set out at the address you have provided on your course application form. The certificate has unlimited validity and can be used throughout your career.