online course

online course

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Negotiating at distance

  • Data Inizio/Fine

    22.06.2021 - 30.06.2021

  • Durata

    6 hours

  • Lingua


Duration: 6 hours, 2 live lessons
Date and time: 22 and 30 June, 2021 | from 5.00 to 8.00 PM CEST ​

Trainer: Yadvinder Rana

Negotiating on Zoom, or any other video conference platform requires specific negotiation skills and strategies. Negotiations become more path-dependent and problem solving, and integrative thinking are more difficult to implement. The preparation phase, if possible, becomes even more important. And in an international context, communication barriers become obvious when you cannot see the other person’s body languageXyou have technology related delays.

This course is part of our special catalogue of online training courses.
The catalogue includes live courses only, offered in synchronous mode, as we particularly value and prioritize the direct interaction and discussion between participants and trainers.
Courses are designed, delivered and managed according to the distinctive quality and service standards of CUOA’s offering: you will be effectively engaged with trainers and participants, as well as with a CUOA dedicated team who will support you in all phases of distance learning. To ensure the highest engagement, a limited number of seats is available, and early registration is recommended. 
Furthermore, a didactic space specifically reserved for your virtual classroom will be at your disposal on our learning platform. At the end of each lesson, teaching materials, operational tools presented by the trainer, exercises and reference bibliography will be shared to allow you effectively reach your learning objectives.
Finally, CUOA will support you in assessing your learning providing you with a final evaluation feedback. A CUOA participation certificate will be issued upon successful completion of the course.

  • Objectives

    - How negotiations on zoom differ from face to face ones.
    - Acquisition of fundamental international negotiation techniques
    - Definition of a Negotiation model
    - Acquisition of persuasion, power and emotion management techniques and the application of influential power during the negotiation process.


  • Program

    First session - 3 hours
    The impact of Culture in international encounters
    The 4Ps framework for negotiating (Preparation, Process, Power, People). 
    Definition and analysis of the international negotiation process.
    Definition of BATNA and ZOPA and the differentiation between Interests and Positions.
    Understanding the other party’s interests and goals.
    The value creation process.

    Second session - 3 hours
    Power dynamics in international negotiations.
    Identifying the other party’s risk propensity for innovative solutions.
    Anchoring and concession strategies.
    Definition of a framework to prepare for negotiations 
    How to create rapport to enhance the value creation process
    Using objective criteria in international negotiations.
    How to manage perceived irrational behavior and emotions at the negotiation table. 

  • Participation fee

    - Individual non-holder of V.A.T. Number: € 270,00 V.A.T. included
    - Company or Professional, holder of V.A.T. Number: € 270,00 + V.A.T. (22%)
    - CUOA Founding/Supporting Member; CUOA Master Current students and Alumni; Past and current Students of executive courses of over 60 hours: € 170,00 + V.A.T. (22%)
    - Former Student of CUOA-IBS International Winter/Summer Programs: € 135,00 V.A.T. included

    The course will be activated upon reaching a minimum number of enrolled students in order to guarantee the quality and relevance of learning dynamics.


  • Registration and payment methods

    To proceed with registration and payment click on the "ACQUISTA" button and follow the instructions.

  • We can deliver this course specifically for your company

     CUOA Business School offers tailor-made training projects that are designed on companies specific needs.

    For information:

  • Contacts

    For more information, or to schedule a call, please write to

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