Kies de Nederlandse taal
Great Negotiators: Advanced Negotiations
Course info


ORA-01427: Enkele-rij subselect retourneert meer dan één rij.
Course module202001525
Credits (ECTS)5
Course typeHonours
Language of instructionEnglish
Contact persondr. A.G. Sigurdardottir
Contactperson for the course
dr. P. van Adrichem - Rotteveel
H. Fitschen
D.C. van der Griend
Contactperson for the course
dr. A.G. Sigurdardottir
dr. A.G. Sigurdardottir
Academic year2021
Starting block
Application procedureBOZ applies for you
Registration using OSIRISYes
The Great Negotiators programme aims to empower students by establishing negotiation skills in their repertoire to tackle the challenges of today’s world. Student learning is facilitated through experimental and cognitive course elements of negotiation. The student will be able to:
Research & Theory
  • Apply existing negotiation theories to different scenarios from various disciplines to challenges in today’s world;
  • Combine different theories to explain a single scenario;
  • Learn about latest research findings in negotiation;
  • Apply latest research findings in role-play simulations;
Reflection - introspection 
  • Reflect on personal growth, based on experimental and cognitive learning processes;
  • Boost their confidence in their negotiation skills;
  • Learn about own negotiation and conflict management style through self-assessment, class discussions, feedback from coaches and classmates;
  • Learn to assess the opponent by reflecting on the process and outcome;
  • Understand the role of emotions, trust and power in negotiations;
  • Negotiate effectively in teams, alone and with multiple opponents;
  • Effectively communicate amongst team members and resolve internal discussions;
  • Understand the dynamics of each “stage” in the negotiation process;
  • Understand how negotiation behaviour shapes long-term relationships;
  • Prepare efficiently for negotiations;
  • Gather and share information properly;
  • Create and claim value and reach mutually beneficial deals;
  • Develop and apply skills that are beneficial in negotiations;
  • Resolve ineffective negotiations;
  • Professionally deal with bargaining and conflict relationships;
  • Know when to negotiate and when to walk away;
  • Know the value of active listening;
  • Effectively present proposals;
  • Conduct an effective debate and manage concessions;
  • Predict the counterparts’ next move;
  • Use and read body language;
  • Know how to combine integrative and distributive negotiation tactics;
Know why some negotiators succeed, while others keep failing.
Advanced Negotiations
Contracts, purchasing and sales
  • Pre-and Post-settlement and Pareto efficiency.
  • Contingency contracts.
  • Drafting contingencies contracts.
  • Price negotiations.
Behaviour and Relationships
  • How to build lasting (business) relationships?
  • Buyer/seller relationship
  • What is conflict management?
  • How to use non-violent communication?
  • Online vs face-to-face negotiations.
  • How to cope with and understand emotions in negotiations?
  • How to manage your own emotions in high-escalated situations?
  • De-escalating the situation and move towards a solution acceptable for all parties involved.
  • Recognize biases and how to work with persuasion strategies?
  • Cultural Anthropology: What intercultural skills should I possess?
  • Cross-Cultural negotiations: How to prepare and approach, differences and similarities, in cross-cultural negotiation?
  • Behaviour at the negotiation table.
  • How to deal with difficult people?
  • Ethics in negotiations.
  • The importance of reputation in negotiation (and it’s maintenance).
Reflection and personal growth
  • Personal Negotiation Portfolio.
Assumed previous knowledge
Students have finished Great Negotiators: Negotiation Introduction.
Required materials
Negotiation Genius: ISBN 9780553384116
Never Split the Difference: ISBN 9781847941497
The Book of Real-World Negotiations: ISBN -10 1119616190
The Mind and Heart of the Negotiator: ISBN-13: 9780135641262
Negotiation: Readings, Exercises, and Cases: Readings, Exercises and Cases: ISBN-13: 978-0077862428
Recommended materials
Getting to Yes: Negotiating Agreement Without Giving In ISBN-10 1844131467
Influence: The Psychology of Persuasion: ISBN 9780061241895
Instructional modes
Presence dutyYes

Presence dutyYes

Presence dutyYes

Self study without assistance
Presence dutyYes

Presence dutyYes

Written examination and assignments


Kies de Nederlandse taal