Professional Negotiations

Why is this important?
Negotiation is part of everyday professional communication. Understanding it as a structured process supports clearer decision-making and helps avoid unnecessary tension.

What happens in class?
At the beginning of the course, participants explore when and why we negotiate and how to distinguish positions from underlying interests. The logic and basic structure of negotiations are introduced, along with an analysis of factors that can be consciously managed during negotiations. Teaching includes discussions and practical exercises.

Why is this important?
Different situations require different approaches. The ability to choose an appropriate strategy and adapt one’s actions helps achieve more effective agreements.

What happens in class?
Key negotiation strategies are analysed, ranging from adversarial to collaborative approaches. Through practical examples and simulations, participants learn to distinguish between strategy and tactics and to assess their impact on the negotiation process and outcomes.

Why is this important?
The outcome of a negotiation largely depends on preparation. Structured thinking and clear priorities provide confidence and support purposeful action.

What happens in class?
Participants learn to use practical preparation tools, including interest mapping, alternative analysis and the seven-element approach. Offer formulation and decision-making are practised through case-based tasks.

Why is this important?
Negotiation is always an interpersonal process. Understanding one’s own and others’ communication styles helps keep discussions constructive.

What happens in class?
The focus is on active listening, awareness of communication styles and managing emotions. Through practical exercises, participants learn to better understand the needs of the other party and adapt their behaviour to different situations.

Participants who complete the course will receive a continuing education certificate with ECTS credits.

Upon completion of the course the student: 
1) Understands the principles of interpersonal communication and negotiation strategies (Knowledge) 
2) Practices negotiation skills in simulated business scenarios (Application) 
3) Develops a sense of responsibility and fairness in business negotiations (Social) 
4) Chooses an appropriate negotiation style based on personal traits and competencies (Individual) 
5) Develops emotional intelligence for effective interpersonal communication (Transferable)

To successfully complete the course and receive a certificate, participants must actively participate in sessions, complete independent assignments, and do analytical groupwork.

The course takes place at EBS’s modern campus in Tallinn, Lauteri 3. Students have access to ergonomic classrooms, the EBS library, and the cloud-based Canvas learning platform. The study process is supported by online tools such as Zoom, MS Teams, or Canvas Conference. Free Wi-Fi is available throughout the building. On-site attendance is required.

Assessment is based on attendance and active participation in classroom simulations, two written case analyses, and engagement in discussions and exercises. Leadership and initiative demonstrated during practical activities are also taken into account. A final test is optional and intended for students who wish to improve or confirm their overall grade.

High School Education or equivalent qualification.

Previous knowledge finance and current topics

Valid temporary residence permit or EU citizenship.