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Business negotiations for professionals

Date: October 24 and 31 |Time: 09:00-17:00 | Place: Rixwell Elefant Hotel, Kalnciema Street 90 | Membership fees: 495 EUR + VAT

Intended for:

For business professionals:

  • who manage companies and projects, make deals, buy and sell products, services, ideas and themselves;

  • who want to improve their business negotiation results.



We negotiate daily, hourly in fact, to grow our business, satisfy our interests, and gain what we don't currently have by interacting with others.

Achieving these goals is not easy and is becoming increasingly difficult: the complexity and unpredictability of the business environment is growing, business models are becoming more complex and competition is more relentless. Often we come into contact with people whose conversation style is foreign to us, uncomfortable, even unacceptable.

How to significantly improve the results of business negotiations in this anxious time?


Looking for an answer to this challenge, a series of other questions arise: How to balance maximum benefits for yourself and relationships with partners? How to avoid making concessions on issues that are important to you? How to recognize the relevant information about the interests and needs of the parties? How to effectively negotiate with non-constructive partners who manipulate, lie and behave aggressively? How to effectively resolve conflict situations?

We will find the answers to these and other questions in the course "Business negotiations for professionals" by Daniel Pavlyutas.

Benefits of the course:

As a result of the course, negotiators will get:

  • a clear understanding of the main strategies and styles of negotiation;

  • the ability to proactively manage the course of negotiations in the desired direction;

  • the practice of using effective communication methods to influence partners;

  • anticipate and constructively manage conflict situations;

  • recognize and neutralize various aggressive and manipulative tactics.

Course format:


  • lectures and interactive discussions;

  • analysis of participants' practical experiences and cases;

  • interaction and practical tasks in the online Miro environment;

  • Harvard Negotiation Project role plays;

  • practical tasks and exercises for developing skills.

Daniel Pavlut.png

Daniels Pavļuts

  • Management teacher and business coach with 15+ years of experience.

  • Experienced multidisciplinary management professional with reform, change and crisis management experience.

  • In 2007, he obtained a master's degree in public management with a specialization in leadership at Harvard University's Kennedy School.

  • LR Minister of Economy (2011-2014) and Health (2021-2022).

  • He has advised companies and government organizations in Latvia, the Baltic States, Ukraine, Georgia, Armenia, Moldova and Kosovo.

  • Guest lecturer at Stockholm School of Economics in Riga, Riga Business School, RISEBA, Banking University.

  • Conducted trainings for Nasdaq Baltic, Bayer Baltic, Repharm, Madara Cosmetics, Printful, Visma, DnB Bank, Deloitte Latvia, Bucher Municipal, Kuehne & Nagel, Linstow Center Management, Krassky, Squalio, Mintos and many other companies.

“Biznesā kā dzīvē – mēs saņemam ne to, kas mums pienākas, bet to, par ko spējam vienoties”
(Chester L. Karrass)


2 days in person | 16 academic hours

Diena I



8 akadēmiskās stundas


  • Galvenie pārrunu stratēģijas elementi

  • Pārrunu taktikas un psiholoģiskie paņēmieni

  • Kognitīvās kļūdas, to pielietojums pārrunās

  • Profesionāla gatavošanās pārrunām

  • Gatavošanās sarežģītām pārrunām 

  • Rīki daudzfaktoru biznesa pārrunu vadībai

  • Taktikas pārrunās ar augstām likmēm

  • Pārrunas “bez pārrunām” jeb pārrunu konteksta ietekmēšana


Grupas diskusija
Divpusēja lomu spēle
Dalībnieku pieredzes un situāciju apspriešana


Paaugstinātas sarežģītības lomu spēle
Grupas diskusija

Mājas darbs:

dalībnieku gadījumu analīze Miro kopstrādes vidē

Diena II



8 akadēmiskās stundas


  • Daudzpusēju pārrunu dinamika

  • Koalīciju veidošanas un bloķēšanas principi

  • Sagatavošanās daudzpusējām sarunām

  • Starptautiska un starpkultūru specifika

  • Daudzpusēju biznesa pārrunu izaicinājumi un rīki to pārvarēšanai

  • Pārrunas pirms un paralēli galvenajām pārrunām

  • Moderatora lomas potenciāls


Lomu spēle
Dalībnieku gadījumu analīze

Daudzpusējas biznesa situācijas izspēle
Grupas diskusija

Analītiski rīki turpmākai izmantošanai Miro vidē




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