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SEMINARS - Description

Essentials of Negotiation Behaviour

at SKEMA Business School, Paris, France

At the core of negotiation is the art of managing interpersonal relationships. Despite numerous misconceptions, negotiation and more specifically the art of selling does not match predicted trajectories. This lack of planned itinerary is a major reason for negotiation failure when stakeholders cannot handle deviation from “what should have happened”. This training will provide participants with practical and cognitive techniques for an efficient management of interpersonal relationships and negotiation situations and help them dealing with an inherent determinant of negotiation: uncertainty.

Our Target Group

This training is dedicated to entrepreneurs, intrapreneurs and all stakeholders willing to get comfort and efficiency in negotiation management.

From whom

SKEMA Business School, the School of Knowledge Economy and Management is a leading international business school in the field of innovation management. With more than 40 faculty members and scholars specialized in the domains of Entrepreneurship and Innovation, SKEMA has been developing learning tools and methods to bridge the gap between theory and the practice of strategic management of innovation and entrepreneurship. SKEMA expertise is disseminated from its French, USA, and Chinese campuses and incubators throughout its 30000 alumni and hundreds of entrepreneurs trained in its entrepreneurship executive education programs. Health-2-Market is a 3-year long project funded by the Seventh Framework Programme of the European Commission. It aims at providing Health researchers with the necessary knowledge and skills for more viable IPR management as well as market exploitation of their results through setting up of new business ventures in health/life science sectors or in a more broad sense through their more active involvement in interdisciplinary cooperation actions. The provided services will be escalating to address the needs of the potential target groups: e-learning courses for broader audience, two-day seminars on specific topics, advanced 1-week training courses, hands-on support and ad-hoc counseling services either through face-to-face meetings, or distance ones, etc. The services address innovation issues such as: IPR and asset management, formulation of business and exploitation plans, preparation for the launch of start-ups in health/life science as well as on demand knowledge transfers. For more information, please visit www.health2market.eu.


All seminar and speaker costs are carried by the EU-funded Health2Market project. Travel and hotel costs for participants cannot be reimbursed. Participation is free of charge.

Join us and …

  • Understand the cognitive process underlying an efficient management of interpersonal relationships leading to a win-win negotiation
  • Develop active listening, versatility with regard to different negotiation contexts, ability to generate willingness to buy and reciprocity from the other party
  • Manage effectively negotiation situations both in commercial and non-commercial contexts.
  • Conduct efficiently all types of negotiations in a comfortable and self-confidence mindset.


Participation for the seminar is free of charge but registration is mandatory!