The academy was founded in 2013 at the University of Potsdam and has had a second location at the University of Hohenheim in Stuttgart since 2016.

NAP's fields of activity are research, executive education and science & practice. The Academy is supported in all its activities by an advisory board of renowned personalities from science and practice.

Further information can be found on the homepage of the Negotiation Academy Potsdam.

Give in or assert yourself? Successful through research-based negotiation management.

Negotiations are of central importance for a company's success. Many decisions in purchasing, sales, HR, M&A or management are the result of negotiations. Nevertheless, in many companies they are not yet understood as an important management task. Negotiation research has now developed many processes, tools and instruments that can be used in companies to optimize negotiation results. However, these are still not widely used in practice, as there has been a lack of intensive academic/practical dialog in the field of negotiation management.

The Negotiation Academy Potsdam (NAP) is the first university-based negotiation academy in Germany. The academy aims to promote dialog between negotiation research and negotiation practice. Its guiding principle is a holistic understanding of negotiation as a management process which, in addition to the actual conduct of negotiations, also focuses on upstream and downstream management tasks (e.g. negotiation preparation or negotiation controlling).

Our services at a glance?

Coaching: If you need external support for important negotiations, NAP's coaching service is open to you. We will be happy to assist you with the preparation, organization, implementation or follow-up of your negotiations.

Learn how to successfully manage and conduct your negotiations in special seminars. We will train you to become a successful negotiator in the following areas, among others:

1. 1. successful negotiation in purchasing and sales

Learn special negotiation practices for purchasing and sales. The seminars are aimed at negotiators and managers who manage teams of employees with negotiation tasks.

1. 2. optimize collective bargaining

Learn how you can improve the results of your collective bargaining. The seminar is aimed at associations and companies that want to improve their performance in company and sectoral collective agreements.

1. 3. negotiation strategies for women

Improve your negotiation performance by getting to know the strengths and weaknesses of female negotiation behavior. The seminar is aimed at female managers from the public and private sectors.

1. 4. negotiating mergers & acquisitions

Learn how you can improve your negotiation performance. The seminar is aimed at negotiators and managers from various areas of the company.

1. 5. Manage negotiations, optimize performance

Improve your negotiation performance and implement promising negotiation management in your area. The seminar is aimed at negotiators and managers from various areas of the company.

1. 6. Be prepared to negotiate international

Optimize your skills for negotiations in an international context. The seminar is aimed at negotiators and managers from various areas of the company.

Negotiation success is no coincidence: boosting performance with a system

Negotiations must be managed systematically and professionally in order to achieve optimal results. We provide you with numerous tools for this purpose, such as

• BATTLE PLANNING
• SMART OBJECTIVE ANALYSIS
• WAR GAMING
• NEGOTIATION CHECK
• BATNA ANALYSIS
• DEAL-CALCULATOR

With the help of such tools, you can implement successful negotiation management in your area of responsibility and learn to negotiate better yourself. In addition to gaining insights into the benefits that business-based, comprehensive negotiation management can have for your company, you will also learn how to assess the performance of negotiators in detail and how you can staff negotiating teams in a more success-oriented manner in the future.

All content is based on the findings of current international negotiation research. The book by Voeth/Herbst on this topic in a new edition: Voeth/Herbst, Verhandlungsmanagement, Schäffer-Poeschel Verlag, Stuttgart 2015.

Prof. Dr. Uta Herbst

Prof. Dr. Uta Herbst is Director of the Negotiation Academy Potsdam and Professor of Business Administration at the University of Potsdam. Her negotiation expertise is based on her many years of research work in the fields of industrial purchasing and sales negotiations, collective bargaining, negotiations in the health care sector and gender negotiations. In addition to her work as a negotiation coach, Prof. Herbst has been advising numerous renowned national and international companies from research and practice in complex negotiations for many years.

Prof. Dr. Markus Voeth

Prof. Dr. Markus Voeth is Director of the Negotiation Academy Potsdam and Professor of Business Administration at the University of Hohenheim. As a management consultant and coach, he has worked for many years in the field of negotiation management for renowned companies. His research and consulting activities focus on price negotiations (e.g. after AMNOG in the pharmaceutical industry), sales negotiations, collective bargaining and M&A negotiations.

Locations of the NEGOTIATION ACADEMY POTSDAM:

NEGOTIATION ACADEMY POTSDAM
University of Potsdam
c/o Potsdam Transfer
Director Prof. Dr. Uta Herbst
August-Bebel-Straße 89, Haus 7
14482 Potsdam
Phone: +49 (0)331 - 977 - 38 54
Fax: +49 (0)331 - 977 - 38 58
E-mail: info@negotiationacademypotsdam.de

NEGOTIATION ACADEMY POTSDAM
University of Hohenheim
c/o Hohenheim Management School
Director Prof. Dr. Markus Voeth
Fruwirthstraße 32
70599 Stuttgart
Phone: +49 (0)711 - 459 - 229 25
Fax: +49 (0)711 - 459 - 237 18
E-mail: info@negotiationacademypotsdam.de