How do you negotiate for the best results? Our three-day programme Effective Negotiating Skills provides you with the essential negotiation knowledge and skills you need to negotiate effectively in business.

This course is offered by Rotterdam School of Management b.v.. For more information about the legal structure of Rotterdam School of Management, Erasmus University, visit this page.

Interested in a programme for your entire team?

Discover our options for customised and in-company programmes tailor-made for your organisation.

Learning goals

After this programme, you can add these strengths to your knowledge and skill set. 

  • Practical skills in preparing and planning for negotiations that apply seven fundamental concepts of principled negotiation.  
  • A thorough understanding of each phase of negotiation, and the tactics and behaviours for successful negotiations.  
  • Ability to effectively deal with ‘dirty tactics’.  
  • Knowing the strengths and weaknesses of your own negotiation techniques and style, and which skills you can improve for even better results in internal and external negotiations.  
  • Confidence in communicating successfully using verbal, vocal and visual channels of communication.  
  • Effectively manage the negotiation process to make progress, build relationships, and achieve successful deals.  

For whom

Explore if this course is for you

Your roles

  • Team manager
  • Negotiator
  • Professional who negotiates externally with suppliers or internally with internal clients

Your responsibilities

  • Develop negotiation strategies
  • Enhance communication and relationship building
  • Manage conflicts and difficult situations

Your challenges

  • Finding alignment when negotiating integral deals
  • Identifying and adapting to the various negotiation styles and techniques
  • Managing complexity
  • Building effective business relationships

Read what previous participants say about this programme

Martijn Visscher

Account director at Adnovate

This programme has helped me to be a more critical listener and to create more balanced deals for both the customer and my company. RSM provides a very balanced mix of theory with practical and realistic cases, helping me to get better acquainted with using different negotiation styles, and become more conscious of factors which can influence the negotiation process. The combination of RSM’s high standards in terms of the programme material, the teacher's professionalism and the fellow students made it a great and inspirational three-day learning experience.

Pini Reznik

Co-founder and CTO at Container Solutions

Being a first-time founder of a tech start-up after a long career in engineering created new challenges and opportunities to learn new skills. I researched the executive education market and chose RSM as the best school for my needs. Paul Hazell is an excellent teacher, and ‘Effective Negotiating Skills’ is based on practical exercises with plenty of opportunities to learn and have fun. This course instantly changed the way I negotiate with our clients and business partners. I plan to take my next course at RSM very soon.

Patrick Claessen

Senior participations manager at RWE/Essent

Although I spent a lot of time negotiating, I realised that implementing the strong negotiation framework with key principles, combined with a small change in behaviour, can have a big impact. The case studies and personal feedback during RSM’s Effective Negotiating Skills programme gave me clear insights in my negotiations skills. I also enjoyed the multicultural atmosphere.

Patrick Claessen

Your expert faculty

During the Effective Negotiating Skills Programme you will learn from Paul Hazell MEd MCIPD ACIB. Occasionally we may substitute other faculty members according to the content of the programme and their availability.

Mr. Paul Hazell

Paul Hazell is a business change and training specialist with more than 30 years of experience as trainer, facilitator and consultant. He specialises in negotiation skills and executive coaching, and trains managers to enable others to become confident in changing work environments. Paul has worked in international banking, trade and corporate finance. He has taught at Management Centre Europe, the Executive Leadership Foundation in Brussels, The American University in Cairo and Manchester Business School. He has a master of education in training and development from the UK, is an associate of The Chartered Institute of Banking, and a member of The Chartered Institute of Personnel and Development. 

More information

Programme dates

1 - 3 October 2024

17 - 19 December 2024

Waiting list

18 - 20 June 2024  

These dates are fully booked. Missed out on a spot? Contact our Programme Advisor, Erika Kataveli, to be placed on the waiting list. 

Programme fee

€ 3,800 (excl. 21% VAT) including course materials, lunches, and snacks. This fee does not include hotel accommodation.


25% discount for alumni from Erasmus University Rotterdam and RSM.

A programme for your entire team

All of our short courses can also be delivered as personalised in-company training to groups of employees from the same organisation. This enables us to develop a comprehensive programme that focuses on your organisation’s own unique situation and issues. 

Frequently asked questions

Rotterdam School of Management, Erasmus University (RSM) offers a dynamic learning environment for professionals looking for new skills and knowledge in business and management education. 

  • RSM is consistently ranked among Europe’s top business schools.
  • World-class professors and a globally oriented faculty deliver business leaders with an innovative mindset.
  • A prestigious Triple Crown accreditation puts RSM among the top 1% of business schools worldwide.
  • With our no-nonsense approach, RSM's goal is to give you the tools to put your new skills and knowledge directly into practice, for real impact.
  • It’s about you: during your programme you can discuss your specific business challenges and receive personal coaching.
  • You will meet a new network of peers in an RSM programme: extend your network, share experiences and become inspired by your fellow participants.

This programme takes place in Bayle building on the Woudestein Campus of Erasmus University Rotterdam, just 15 minutes by public transport from Rotterdam city centre. Our modern and lively campus has innovative study facilities, sustainable design, and calming green spaces.

Most programmes start at 09:00. Finishing times are different for each programme. There’s also an approximate schedule in each programme’s brochure and on its webpages. When you register for a programme you will be given access to Canvas, our online learning system, and the full schedule is in Canvas. Your programme manager will hand out a detailed schedule on the first day of your programme.

Class sizes are usually between 12 to 24 people, but it does depend on the programme. We aim for a balance between allowing capacity to guarantee individual attention, and achieving a good group dynamic and networking opportunities.

Yes. Alumni from RSM and Erasmus University Rotterdam receive a 25 per cent discount. RSM alumni are those who have completed either a Bachelor of Science, Master of Science, PhD or at least one executive education programme of more than 40 hours duration. Participants of open programmes of less than 40 hours do not receive a discount. Companies sponsoring several participants may also be offered a special price.

These programmes are excluded from this alumni discount:

  • Lean Six Sigma Black Belt Excellence Programme
  • Leadership Challenges with Data Analytics
  • Urban Digital Innovation Executive Leadership for a Green Deal
  • Executive Master in Customs and Supply Chain Compliance
  • Business Valuation
  • Port Executive Leadership Circle
  • Corporate Communication programmes
  • Erasmus Centre for Entrepreneurship programmes
  • RSM Customised Programmes
  • Programmes offered outside RSM Executive Education

Programme fees include tuition, programme materials, plus lunch and refreshments throughout the programme. Hotel accommodation is not included, unless mentioned otherwise in the programme information.

If you require hotel accommodation, we recommend the Novotel Rotterdam Brainpark Hotel and the Bilderberg Park Hotel. Both hotels are located in Rotterdam, accessible to the university, and participants can benefit from special rates.

Please note that due to high demand, we advise you to book your hotel stay for any program as early as possible with a flexible rate.

Our general terms and conditions apply when you register for an open programme. Please review them to learn more about our policies for cancellation, deferral and substitution.

If you have more general questions, we recommend you explore our more in-depth FAQs page. If you are looking for personal advice, then please contact one of our advisors using the contact form below.

Erika Kataveli

Programme advisor

It's my priority to help you identify how you can meet your professional objectives, so reach out and let's make a plan for your personal development.