“You don’t get what you deserve, you get what you negotiate…”
With this phrase, we kicked off an intensive Negotiation Week during my International MBA at EADA Business School in Barcelona. It wasn’t just a theoretical course; it was about first understanding the concepts and then putting them into practice through multiple real negotiation rounds. That’s what made the experience so dynamic and much more impactful.
Experiences like Negotiation Week show how the EADA International MBA combines classroom learning with real-world practice. It was also a great opportunity to develop self-awareness. My classmates and I explored what kind of negotiators we are, identified our strengths, and recognized where we can improve. That reflection helped us better understand how we show up in negotiations and how we can continue to improve over time.
Working with different teams throughout the process made all the difference. Each interaction brought new perspectives, challenges, and learning opportunities, making every negotiation feel unique and truly enriching.
Negotiation Week: Breaking Down the Theory
We often think we’re already pretty good at negotiating, but this course made me realise there is much more to it. Professor Koos taught us that negotiation involves a series of strategies and skills, and most of all, if you don’t understand yourself first, it’s easy to misread situations or make choices that don’t work in your favour. Self-awareness really is the starting point for becoming a good negotiator.
And there is also not just “one way” to negotiate. Different styles exist, and understanding your natural style is really useful because it helps you see where you tend to perform well and where you might need improvement. We even did a preparation exercise before the class started to better understand our own styles.
During the theoretical part of the course, we learned that no single style works in every situation. Good negotiators adapt. You need to know how to read the room and adjust your approach accordingly.
Once you understand your style, preparation becomes key. As Professor Koos emphasised, going into a negotiation without a clear structure puts you at a disadvantage. Before any negotiation, it is important to set your targets, from your ideal outcome to the minimum acceptable result.
This made me realise how often people, myself included, enter negotiations or discussions without clearly defining these targets, whether in business or in everyday life.
We also explored how small details can make a big difference. For example, making the first offer can help anchor the conversation (something I already knew and had been using in my work).
However, I learned that there is much more nuance to it. There is a whole structure to follow, for example, how you frame concessions matters a lot and using conditional language helps you stay in control.
Even being comfortable saying “no” is just as important as reaching an agreement. On top of that, showing that you have alternatives makes you less dependent and strengthens your position.
Ultimately, negotiation comes down to communication. What you say and how you say it play a crucial role. Asking the right questions and actively listening are essential. Even silence can be powerful, as it creates space for the other side to think and sometimes reveal more than words. Communication goes beyond words. It includes body language, tone, gestures, and eye contact, all of which send signals. Something as simple as open hands can build trust, while a calm and steady tone can make you sound more confident and credible.
Overall, the theoretical part showed me that negotiation is far more complex than it initially seems. It requires self-awareness, clear goals, adaptability, and effective communication to reach outcomes where both sides feel they have gained something.
Testing My Skills Through Practice
Each day, we took part in negotiation rounds with different people, putting our skills to the test. Before every round, we took time to prepare, defining our goals and structuring a clear strategy for how we would approach the negotiation.
I always thought I was a collaborative-style negotiator, and that’s what my pre-assessment showed. I assumed that was enough. However, during the first round of negotiation with a colleague about rent, I realised I was being too accommodating and needed to be more competitive.
In the end, the outcome wasn’t a true win-win for me. That’s when the theory really came to life because it highlighted the importance of understanding myself and clearly identifying what I needed to improve.
In the second round, this time working in teams, I approached things differently. I structured my targets more clearly and defined my strategy in advance. I aimed to be more competitive while still using the best aspects of collaboration and accommodation to create a positive negotiation environment. The result was a successful negotiation with a win-win outcome, and I felt proud of my progress.
Applying It During My Internship
Soon after, I had the opportunity to apply what I had learned in a real business situation during my internship while completing the EADA International MBA. I was responsible for a project and had to negotiate a budget with a supplier. The budget was tight, options were limited, and time was short, so it was a real challenge.
Instead of jumping straight into the discussion, as I might have done before, I paused and structured my approach.
First, I considered which negotiation style would best fit the situation. Then, I clearly defined my negotiation range: my ideal outcome, my acceptable limit, and the point at which I would walk away. This gave me clarity and confidence.
Next, I focused on strategy. Even though our options were limited, I knew that showing dependency would weaken my position. So, I reframed the situation by highlighting alternative solutions and referring to lower-budget options we had explored. The goal was to demonstrate that I had alternatives.
During the negotiation, I paid close attention to how I communicated. I avoided making concessions too quickly and used conditional language to maintain control.
The result? I was able to reach the upper end of my target range.
What Negotiation Week Taught Me During My International MBA at EADA
What I learned from this immersive week is that negotiation is a multifaceted skill that requires preparation, adaptability, and continuous reflection. It is not just about what you say, but how you prepare, how you act, and how well you understand both yourself and others.
It is certainly a skill I will carry with me into future business negotiations throughout my professional career, as well as in my personal life. After all, negotiation is part of our everyday lives, it is not just something related to the business world.
