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07/10, 14/10 and 21/10

Negotiation for Executives

Chair in Digital Procurement

Nancy / Metz room in JFK Building
University of Luxembourg


Negotiation is a common professional and private activity that rewards those who master it. The executive program in negotiation prepares you to plan, organize, and conduct negotiations by applying analytical tools and psychological instruments for effectively managing negotiations within different contexts and bargaining styles. You will learn how to measure your values, maximize value creation for you and your organization and close deals that might otherwise be deadlocked. Participants will be able to master their newly negotiation skills and improve the negotiation skills of their organization. Several simulated negotiations and exercises will be the basis to practice the acquired knowledge.

Register until July 31 to benefit from a reduced registration fee of €1190.

When?                  14:30-18:30 on 07/10, 14/10, 21/10

Where?                 University of Luxembourg, Campus Kirchberg, JFK Building

Early-bird fee:      €1190 until 31/07
Regular fee:         €1390 until 31/09 


07/10 : Module 1 Negotiation Fundamentals and management
  14:30- 16:30

Negotiation fundamentals and main concepts

Analytical methods provided by game theory

Organize, conduct and manage negotiation processes

16:30 - 17:00 Coffee-break
17:00 - 18:30 1st Simulation Negotiation
14/10 : Module 2 Value creation and advanced negotiation analysis
  14:30 - 16:30

Debriefing of the 1st simulated negotiation (*)

How to measure your value and the value of your organization

How to manage complex negotiations with more values

How to detect and eliminate barriers to value creation

16:30 - 17:00 Coffee-break
17:00 - 18:30

How to discover your own bargaining style and manage different negotiators.

How to negotiate with an A.I.

21/10 : Module 3 Strategy, tactics and mindset in negotiation
  14:30 - 16:30


Tactics to better start, explore and close the deal.

Mindset, biases, and irrationalities that affect the negotiation outcomes.

How to negotiate effectively within groups and organisations around the world.

How to apply the moral check.

16:30 - 17:00 Coffee break
17:00 - 18:30 2nd simulated negotiation and final debriefing (*)

(*) Participants will receive personalised feedback.



Antonio ANCORA is a Senior Officer at the NATO Support and Procurement Agency and the adjunct lecturer in Negotiation at the Luxembourg Centre for Logistics and Supply Chain Management. Previously, Antonio worked in the different leading positions for the Ministry of Defence of Italy, concluding his duty service as Chief of Procurement Office. He was appointed as MOUs Negotiator by the United Nations to conduct negotiations between the UN and Contributor Countries. Antonio has been inspired by different negotiation courses from Harvard/Massachusetts to Beirut. His teaching activity focuses on how humans can better perform negotiations against AI agents and how organizations can improve their negotiation skills.

Early-bird registration fee : 1190 €

Full registration fee : 1390 €


7 Oct 2022, 2:30 p.m. to 21 Oct 2022, 6:30 p.m.


Nancy / Metz room in JFK Building , 29 Avenue J.F. Kennedy, L-1855, Luxembourg Luxembourg

How to arrive

A detailed map of the JFK Building (SNT) is available here

Antonio Ancora



University of Luxembourg