In response to COVID-19, this Executive Education course has been developed according to our emergency teaching protocol framework which includes a blend of synchronous (online face to face) and asynchronous (in your own time) teaching methods.

Learn to negotiate successfully

Gain skills and poise at the negotiation table

The UCT GSB Negotiation Skills for Managers is designed to equip participants with the skills and confidence to successfully master complex negotiations. The course comprises of contemporary negotiation theory based on extensive research; role-plays that are to provide participants with ample opportunities to practice well-proven negotiation skills.


6 - 10 September 2021


12 August 2021


R17 325


Research highlights that less than five percent of negotiators reach win-win deals, while outright lose-lose statistics are as high as 20 percent. Poor negotiation skills can negatively impact your long-term success. Learning the art of successful negotiation is a critical skill - the Negotiation Skills for Managers short course at the UCT GSB will give you the fundamentals to be able to negotiate with confidence.

The UCT GSB is a globally-ranked business school with a world-class reputation and is one of less than 100 business schools in the world to be triple-crown accredited.

Decided that this is the programme for you?



If you have made your decision and you are ready to apply for this course, please click here.

If you’d like more information or if you have any further questions, please click here. You will receive an email with our course brochure along with a link to apply to this course.

Business owners, managers, customer relations specialists, markets, salesmen, lawyers, accountants, community leaders, NGO operatives and public servants will greatly benefit from this course. Evidence of the impact that this course has had is regularly provided by those who have attended from the different countries like Belgium, Russia, China, Cambridge, Ireland, Romania and South Africa.

Participants on the Negotiation Skills for Managers course will:

  • learn how to practice negotiation in a cooperative manner that optimizes gains for all parties involved;
  • be provided with the tools and opportunities to plan for different forms of negotiation;
  • be sensitized to the importance of establishing a negotiation climate conducive to win-more/win more negotiation outcomes;
  • learn how to find the right balance between assertiveness and relationship-mindedness;
  • discover the best ways of dealing with hard-bargainers and cultural and gender differences;
  • learn how to leverage the six basic laws of human behaviour in pursuit of influence and persuasion; and
  • gain experience in planning and negotiating together within teams comprised of various personalities.

15% for 3 - 6 applicants (discount applied from third applicant)

10% for 7+ applicants (discount applied to all applicants)

10% for alumni of UCT GSB academic and Executive Education courses

Course Convenor

Prof David Venter practised psychology for 15 years before serving in the South African government as the Director-General responsible for communication during the transition from apartheid to democracy.  In his latter role he was greatly privileged to spend 10 years working very closely with Nelson Mandela, and later with Thabo Mbeki when President Mandela left office.  

On leaving the public service in 1996, he successfully assisted in establishing three negotiation training and consulting companies before joining the faculty of the Vlerick Business School in Belgium where he was awarded numerous Best Teacher awards during his tenure of more than eight years. In addition to Belgium, he has or is still teaching in St Petersburg in Russia, at Peking University in China, the Judge Business School at Cambridge, Trinity College in Ireland, MCC in Hungary and Romania, and the South African universities of Cape Town and Stellenbosch.  In addition to teaching, he also regularly consults to a wide array of national and multi-national companies.


The Negotiation Skills for Managers course can be customised to suit your organisation’s learning and development needs and can be delivered anywhere in the world, wherever it is convenient.