Negotiation Management

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Next Courses

Negotiation Management

Big Mountain (advanced course)



What is it about

Negotiation is an important area of activity for managers within practically all functional parts of a company. Most will have attended some sort of training on negotiation skills but this course focuses on planning and management of the process. The systematic preparation and follow-up of a negotiation are among the most relevant factors that influence overall negotiation performance. In order to systematically professionalise the negotiation processes of your teams and to improve their negotiation performance in a sustainable way, this course provides a variety of tools which do this.
The course deals with the following phases of a negotiation:

  • Negotiation analysis: “What information is needed for a negotiation?”
  • Negotiation organisation: “How should we negotiate with and inside teams?”
  • Negotiation preparation: “How can objectives, strategies and tactics be defined?”
  • Negotiating leading: “How can negotiations be successfully managed?”
  • Negotiating control: “How can we distinguish between successful and unsuccessful negotiations and how can an improvement process be initiated for future negotiations?”

Who organises the course

ECG has contracted with the Negotiation Academy Potsdam (NAP) to deliver this intensive 2 day Negotiation Management course. The NAP was founded in 2013 at the University of Potsdam which, just to the west of Berlin, is very easy to reach from Berlin’s main railway station. In 2016, a second location was established at the University of Hohenheim in Stuttgart but ECG holds its courses in Potsdam. Be in no doubt, the quality of this training is exceptional.


Who should apply

Not just for existing alumni of the ECG Academy but anyone who wishes to develop their negotiating skills and performance.

Participation fee
The course fee is a very competitive €950. This covers the education materials, lunch and dinner. Travel and accommodation are not included. For the content and level of this training this represents excellent value for money.

On this page you can find details of the upcoming courses as well as the application form that you will need in order to register. Just complete, scan and email it to

Advanced training
New in 2021 we introduced NAP’s advanced training course known as ‘Big Mountain’. Please note that this course is only open to those who have already completed the standard course as it uses a real world situation to put your negotiation management skills into practice. This is also a two-day course held in the same location. Pricing is also the same at €950.