Professor David Venter on Negotiating for Value

In his own words, David Venter, discusses the need for win-more / win-more negotiation to create robust agreements that will last.

Programme Overview



December 2022 

June 2023
Format  In person In person
Duration 4 full days 4 full days
Schedule  9am - 5pm 9am-5pm 
Dates 5, 6, 7 & 8 December 2022 20, 21, 22 & 23 June 2023 
Tuition Fees Certificate for Completion Route (CC) €1850
Micro – Credential Route (MC) €2000
Certificate for Completion Route (CC) €1850
Micro – Credential Route (MC) €2000
MC Application Deadline 30 September 2022 TBC 


The programme is designed to empower participants to employ tried and tested negotiation strategies and create value through crafting mutually beneficial deals. A well-designed negotiation strategy informs how to value maximising agreements should be approached. This course is designed to meet the requirement of modern business where it is accepted that identifiable determinants lead to successful negotiations. Developed for those in leadership and management roles, this course covers the corner posts of principled, integrative and value-maximising negotiation. Special attention is given to strategic, cultural and behavioural variables for mutually beneficial, non-manipulative and sustainable deal-making.

Programme Lead: David Venter

Programme leader, Professor David Venter, is a world-renowned expert in creating business value through negotiations and helped lead the reconciliation process in South Africa under President Mandela. David is an adjunct visiting professor at Trinity Business School and works on our Executive MBA programme as well as leading this compact skills-focused executive education course.

Who is this programme designed for:

The course is designed for participants who are managing and leading organisations including Chief Executives, Senior and Middle Managers, Sales Executives, Buyers and Independent Business people. The programme is also suitable for Entrepreneurs, Legal Practitioners and other Professional Service Firm Executives. The programme affords participants opportunities to work, plan and negotiate together to successfully create bi-lateral and multi-lateral agreements.

Why undertake the programme for credits?

Micro-credentials are short flexible modules that lead to accreditation in the form of ECTS. For further general information about micro-credentials please click here.

Hear what past participants say:

"There are very few courses where you get more than what you expected in terms of learning and exposure. This course is definitely one of them. It is simply an essential skill that all involved in any form of negotiation should possess.

- Shahied Daniels, Chief Executive of SA Institute of Professional Accountants.

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