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Is it better to make the first offer or should I let the other party open the negotiations? How can I get the other party to make concessions? These are important questions in competitive bargaining situations where the main goal is to claim value from the other side. Skilled negotiators know the answers.

Facts about the course

Date: TBA

Duration: 9.00 - 16.00

Venue: Aarhus BSS, Fuglesangs Allé 4, 8210 Aarhus V

Language of instruction: English

Price: DKK 10,500 excl. VAT and incl. course materials, lunch and refreshments
Discount opportunities

Your takeaways

During the course, you gain insight into how you can:

  • Distinguish and understand different negotiation settings
  • Use negotiation tactics effectively
  • Realise interest constellations
  • Deal with your counterparts
  • Become a better negotiator and get more out of the negotiations


Pernille Hjorth Nielsen

Programme manager
H bldg. 2610, S413c
P +4587152361
P +4521841124

About the course

This course introduces you to basic negotiation techniques that not only help you get a bigger share of the pie, but also help you recognise and realise win-win potentials.

Negotiation skills can be learned
The course is guided by two observations: first of all, some people are indeed much more successful negotiators than others; second of all, negotiation is only partly due to talent and can actually be learned to a great extent. Consequently, negotiation skills are not only important, but they can also be improved substantially.

Claiming and creating value
Skilled negotiators are able to establish collaborative relationships with their counterparts in order to create value. Collaboration has proven to be necessary in many situations to maximise the negotiators’ own profit. But how do you recognise win-win potentials? And how do you make the other side collaborate as well? Negotiation research offers many insights and concepts that help you understand collaborative negotiation settings and improve your value creation.

Bridging theory and practice
Learning takes place in three steps: First, you develop your own experiences through negotiation role-plays with your classmates. Second, we jointly reflect on your experiences and discuss strategies and outcomes. Third, we consolidate your understanding by offering research insights and concepts such as Thompson’s 10 pie-slicing strategies, the Harvard Method, or Raiffa’s post-settlement settlements.

Who should attend?

Negotiation skills are relevant for everyone who talks to other people with the aim of making decisions. This obviously applies to managers with decision-making powers and to sales people, but many other people are also involved in making decisions e.g. leading engineers and accountants, consultants, and people employed in finance.

Negotiation skills are particularly important for optimising processes and making sure that potentials are realised – internally and externally.


Associate Professor Peter Kesting is one of Europe’s leading negotiation experts. He is the co-founder and co-organiser of the International Negotiation Teaching and Research Association (INTRA) and The Negotiation Challenge (TNC), and he has published several research articles on negotiation. Peter Kesting has taught negotiation at AU’s Executive Master’s and MBA programmes and at the Universities of Vienna, Frankfurt (Otto Stern School for Integrated Doctoral Education), Leipzig (HHL), Dornbirn (FH Vorarlberg), and Warsaw (Kozminski University). He has also offered negotiation training at a number of leading companies. 


Part 1: The basic structure of negotiations Understanding negotiations; distinguishing between different negotiation types; BATNA, reservation price and ZOPA

Part 2: Claiming value Strategies that allow you to get more from the other side, particularly: position forming, opening, anchoring and framing; negotiation gambits; dealing with dirty tricks; the relational negotiation outcome. 

Part 3: Creating value Strategies for recognising and realising the win-win potentials, particularly: dealing with people; understanding interest constellations; inventing options; building trust and long-term relationships; negotiating many issues at the same time.