• Graduation

    Certificate of completion

  • Learning format

    Distance learning

  • Duration

    4 days

  • Start

    15 September 2026

  • Costs

    free

  • Language

    English

Advanced Negotiation Skills is an advanced course designed for professionals who already negotiate regularly and want to further strengthen their strategic and interpersonal negotiation capabilities. Through four interactive online sessions, participants deepen their understanding of complex negotiation dynamics, advanced preparation techniques, stakeholder management, and value-creating negotiation strategies. The course focuses on navigating challenging negotiation scenarios, managing resistance and pressure effectively, and leading negotiations toward sustainable and strategically beneficial outcomes. Combining practical frameworks, behavioral insights, and real-world case work, the program enables experienced negotiators to negotiate with greater precision, confidence, and impact.
Victor Fiebig

I am excited to share our experience and methods for negotiating successfully. Because if you want to achieve something, you need other people. And whenever you need other people, you need to negotiate.

Victor Fiebig

Manager, Negotiation Advisory Group

Target Group

  • Professionals in procurement, sales, business development, project management, or other relevant functions who regularly lead complex or strategic negotiations with clients, partners, suppliers, or internal stakeholders and seek to further strengthen their negotiation capabilities
  • Experienced professionals and managers who want to refine their strategic, interpersonal, and value-creating negotiation skills in high-stakes or multi-stakeholder environments

Overview of Course Contents

Session 1 – Introduction to the strategic negotiator’s mindset & cooperative value creation – part 1

  • The two sides of every negotiation: cooperative value creation & competitive value distribution
  • Necessary mindset for cooperative value creation
  • 3 steps to create value in negotiations
  • Types of negotiation options and how to identify them

Session 2 – Cooperative value creation – part 2

  • Requirements to enable use of options in a negotiation
  • Quantification of options through a Total Value of Ownership (TVO) approach
  • Reflection on how to strategically implement options in a negotiation
  • Multiple bundle offer strategy

Session 3 –  Competitive value distribution – part 1

  • Bargaining power and the factors that influence it
  • The impact of information on bargaining power
  • The impact of alternatives on bargaining power
  • The impact of commitment on bargaining power

Session 4 – Competitive value distribution – part 2

  • The impact of reference points on bargaining power
  • The impact of competition on bargaining power
  • The impact of time on bargaining power
  • General Q&A

Schedule

Session Date Time

Introduction to the strategic negotiator’s mindset & cooperative value creation – part 1

 Sept 15, 2026 17:30-19:00

Cooperative value creation – part 2

 Sept 16, 2026 17:30-19:00
Competitive value distribution – part 1 Sept 17, 2026

17:30-19:00
Competitive value distribution – part 2 Sept 18, 2026 17:30-19:00

 

Date


Sept 15, 2026
(Registration deadline: Sept 08, 2026)

Apply now

Do you have any questions?

I am happy to advise you.

Karin Strobl

Mag. Karin Strobl, MSc

Center for Biomedical Technology

vCard

Links

More BRIGHTskills Courses
BRIGHTskills Website
Negotiation Advisory Group