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The Art of Negotiation

The Art of Negotiation

Become a successful negotiator!  

Good negotiation skills are essential for succeeding in the business world. In this online course, acclaimed negotiation experts offer theoretical knowledge and hands-on tools for mastering the art of negotiation.

  • The psychology of negotiation
  • Negotiation techniques:  The Harvard Principles of Negotiation, The U-Model, and others
  • Resolving conflicts
  • Step-by-step guide to successful negotiations
  • Best practice case studies from business and politics
300.00 €
300.0 EUR (incl. 19% VAT) 252.10 €
300.00 €
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Responsible Katriina Miola
Last Update 19/06/2026
Completion Time 12 hours 10 minutes
Members 1
Management Production Vertragsgestaltung English
  • 1. Introduction
    1Lessons · 15 mins
    • 1.1 Course Introduction
  • 2. The Psychology of Negotiating
    8Lessons · 2 hrs 25 mins
    • 2.1 Subjective Reality
    • 2.2 What do we have to deal with?
    • 2.3 Psycho-Dynamics in Negotiations | Part 1
    • 2.4 Psycho-Dynamics in Negotiations | Part 2
    • 2.5 Psycho-Dynamics in Negotiations | Part 3
    • 2.6 Psycho-Dynamics in Negotiations | Part 4
    • 2.7 Psycho-Dynamics in Negotiations | Part 5
    • 2.8 Test your knowledge
      10 xp
  • 3. Communication
    9Lessons · 3 hrs 15 mins
    • 3.1 Introduction Thomas R. Henschel
    • 3.2 Lead-In
    • 3.3 Receiving Messages
    • 3.4 Exercise: Questioning Techniques
    • 3.5 Communication
    • 3.6 Gendered Communication
    • 3.7 Transactional Analysis
    • 3.8 System Theory
    • 3.6 Test your knowledge
      10 xp
  • 4. Conflict Negotiation | Part 1
    6Lessons · 1 hr 25 mins
    • 4.1 Definition of Conflict
    • 4.2 Ways People deal with Conflicts
    • 4.3 Harvard Negotiation Model | Negotiation Strategies
    • 4.4 Example
    • 4.5 Harvard Principles of Negotiation
    • 4.6 Test your knowledge
      10 xp
  • 5. Conflict Negotiation | Part 2
    6Lessons · 1 hr 45 mins
    • 5.1 The U-Model of Communication | Part 1
    • 5.2 The U-Model of Communication | Part 2
    • 5.3 The U-Model of Communication | Part 3
    • 5.4 Politics
    • 5.5 Exercise: The U-Model
    • 5.6 Test your knowledge
      10 xp
  • 6. The Role of Interests & Best Practice
    5Lessons · 1 hr
    • 6.1 Interests
    • 6.2 Daily Communication
    • 6.3 Illustration: Media Industry
    • 6.4 Case Study: Business
    • 6.5 Case Study: Politics
  • 7. Negotiation Step-by-Step
    5Lessons · 1 hr 45 mins
    • 7.1 Preparation
    • 7.2 The Encounter
    • 7.3 Follow up
    • 7.4 Persuasion Techniques
    • 7.5 Test your knowledge
      10 xp
  • 8. Credits | Downloads
    2Lessons · 20 mins
    • 8.1 Thanks
    • 8.2 Download summary