Negotiation is purposeful communication between interdependent parties aimed at settling disagreements, with the goal of reaching consensus on areas of shared concern. Whether you're negotiating contracts, resolving workplace conflicts, or reaching agreements with clients and partners, your ability to negotiate effectively directly impacts your success.
In today's complex business environment, negotiation skills are essential for every professional. This course demystifies the negotiation process and equips you with practical strategies to navigate diverse negotiation scenarios with confidence. You'll explore different negotiation styles and learn when to apply each approach for optimal results. Through real-world examples and strategic frameworks, you'll develop the ability to recognize and counteract hardball tactics while maintaining professional relationships. Whether you're new to formal negotiation or looking to refine your approach, this course provides the tools and understanding you need to achieve beneficial outcomes, build stronger partnerships, and advance your professional objectives through effective negotiation.
What You Will Learn
- Identify the most appropriate negotiation styles and processes to ensure a beneficial result
- Identify hardball tactics and strategies and how to counteract them.
Why Take This Course?
91% of business professionals believe strong negotiation skills are critical to career advancement, yet most receive little to no formal training in negotiation techniques. This course fills that gap by providing structured frameworks and practical strategies you can apply immediately in your professional role.
78% of negotiations fail to reach their full potential due to poor preparation and ineffective tactics. By learning to identify appropriate negotiation styles for different situations and recognize hardball strategies, you'll significantly improve your ability to achieve favorable outcomes while preserving important business relationships.
85% of successful business leaders cite negotiation as one of the top three skills that contributed to their professional success. Whether you're negotiating with suppliers, clients, colleagues, or stakeholders, mastering these fundamental skills positions you to create value, resolve conflicts, and drive results in any business context.
Who This Course is for
- Business professionals who negotiate contracts, partnerships, or agreements as part of their role
- Managers and team leaders who need to resolve conflicts and reach consensus with diverse stakeholders
- Entrepreneurs and business owners who regularly negotiate with suppliers, clients, and partners
- Individuals preparing for roles that require strong negotiation and persuasion skills
- Professionals who want to build confidence in handling difficult or adversarial negotiation situations
- Anyone seeking to understand negotiation dynamics and develop a strategic approach to reaching agreements
Course Format
Live, online, instructor-led sessions that blend theory with real-world application.
Instructor Bio
Ulrich Paschen, M.A.
Ulrich Paschen hails from Germany, where he received a Master’s degree in business from the University of Potsdam. He also holds an MA in Economics from the University of Wisconsin-Milwaukee and is currently enrolled in the PhD program for Industrial Marketing at the Luleå University of Technology in Sweden. Prior to concentrating on his academic career, Ulrich has had a diverse business management career in Germany and Canada, gathering negotiation and conflict management skills in very different environments from family-owned businesses to multinational corporations, from retail to manufacturing, and from the Vancouver 2010 Olympic Winter Games to Children’s TV characters.
Jeannette Paschen, PhD
Jeannette Paschen has been a faculty member at KPU’s Melville School of Business since 2018 where she has been teaching in the Marketing, Entrepreneurship and Business Management departments. Born and raised in Germany, Jeannette earned her PhD from the Royal Institute of Technology, Stockholm, Sweden in 2020. She also holds an MBA from the University of Potsdam and an MA Economics from the University of Wisconsin-Milwaukee. Jeannette also has teaching experience at other post-secondary institutions in BC, including at Douglas College, SFU and UNBC.
Prior to joining KPU, Jeannette has held various progressive roles in a variety of industries, including healthcare, tourism and gambling in Germany and Canada. Her roles spanned product management, marketing management, analytics and marketing research in private and public organizations.
In addition, Jeannette is very active in research and her research interests include understanding individual and organizational implications of emerging technologies, such as Artificial Intelligence, Blockchain, and NFTs/. She has more than 30+ publications in peer-reviewed journals and presented at various business conferences in North America and Europe.