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The Birke Negotiation Series (online, EN)

Introduction of The Birke Negotiation Series

The Birke Negotiation Series incorporates the latest topics of negotiation theory and the main psychological principles to update your knowledge and improve your negotiation skills.

Learn to Negotiate for a decisive advantage from the super-teacher, professor Richard Birke.  Become an expert negotiator studying the series of eight on-line video lectures, enriched with cases, exercises, quizzes and additional materials. This totals eight hours of training effort.  There are 68 short video lectures (3 ½ hour in total).

The on-line course performs with all (common) browsers, computers and tablets. Learning any place and just in time for your upcoming negotiation.

After three one-hour on-line courses, treating the contemporary literature about the negotiation process, (which is a lot more than The Harvard Negotiation Project; Getting to Yes) there are 5 on-line courses about the psychology of negotiation. By understanding more of the psychology, the participants can give more consistent and better-reasoned advice to their clients. This breaks the negotiation process into four phases and discusses applicable psychology.

The phases are:

(1)  initial case intake and preliminary evaluation of the case’s strength;

(2)  the discovery process–information gathering and the evaluation of the strength of the information gathered;

(3)  evaluating potential settlements; and

(4)  the actual negotiation of settlements — presenting and evaluating offers, and trying to get the other side to accept your offer.

Target audience

People with an interest in business, law and psychology that want to become expert negotiators or coach/consultant for negotiating parties.


There are no specific pre-requisites for attendees wishing to participate in the course. Higher education and life experience is recommended.

Duration of the course and work load

The series consists of eight on-line video courses, enriched with cases, exercises, quizzes and additional materials. The study effort for each course is one hour. At least two third of each course are short video lectures from Professor Birke. This totals eight hours of training effort and there are 68 short video lectures (3 ½ hour in total) and 47 pieces of other content like reading materials, quizzes, exercises etc.

Learning delivery method: on-line training

You will get access to the course for 6 months. You can redo all lectures whenever and wherever you are.  The on-line course performs with all (common) browsers, computers and tablets.


At the end of the training, a certificate of participation will be sent to you via email.

The course is certified by the MfN. (Mediatorsfederatie Nederland) and accredited for 8 education points.

The course is certified by the NOVA. (Nederlandse Orde Van Advocaten) (The Dutch Bar association) and accredited for 8 education points.


Summary of the eight courses (Together: The Birke Negotiation Series)

Course one:  Choosing a negotiation strategy – “Should I cooperate or compete?”

  • Prisoners dilemma, Multi round game, Tit for Tat strategy, Threats and commitments, Mutually Assured Destruction.
  • Hypothetical with exercises (Bike store), quiz

Course two:  Preparing for Negotiation – “How do I get what I want?”

  • Harvard Negotiation Project (Getting to Yes): Positions and interests, Pareto optimality, Enlarging the Pie, Objective criteria, Walk Away Alternative (BATNA)
  • Exercises, quiz

Course three:  Preparing for Negotiation II – “What’s their story? “

  • Prepare for a two party negotiation using the “getting To Yes” principles
  • Simulation (Rocky x STAR), quiz

Course four:  The Psychology of Preparation – “What do I need to know?”

  • Psychological Principles in Negotiation: Availability, Anchoring, The Endowment effect, False consensus, Fixed Pie myth, Positive illusions, Perspective Biases, The Illusion of Control.
  • Quiz

Course five:  The Psychology of Preparation II – “What outcome do I want?”

  •  Temporal nature of preferences, Irrational escalation, Possibility and certainty, One sided evidence, Biased assimilation, Confirmation Bias
  • Quiz

Course six: Interpersonal Skills – “What do I bring to the table?”

  • Separate people from the problem, Empathy and Assertiveness, Building Competencies, Fear and Anger, Difficult Behavior (ADHD, Asperger, PTSD)
  • Quiz

Course seven: Psychology of persuasion – “How can I influence the other party?”

  • Reactive Devaluation, Gains and Losses, Influence, Loss Aversion, Framing, Reciprocity, Authority, Commitment and Consistency, Liking, Reciprocity, Scarcity, Social Proof
  • Quiz

Course eight: Psychology of persuasion II – “Can we predict irrationality?”

  • Fundamental Attribution Error, Construal Biases, Priming, Focal Points, Fairness as a Decision making Criterion, Reactive Devaluation (Type II), Inertia of Preferences , Aggregation and Segregation of Losses and Gains
  • Quiz


All educational materials are on-line available and can be reviewed or printed at any given time. Additional reading materials are available in the course and there are references to all publications by the authors mentioned in the course.




The price of this training course includes a digital version of the study materials and a digital certificate of participation.

You can order the modules individually or as a complete set. Click here for Mediasi Academy’s price list.

Professor Birke

Richard Birke 2014Professor Richard Birke has taught dispute resolution for more than 15 years, starting his career at Stanford University and coming to Willamette University College of Law in 1993 to teach and direct the Center for Dispute Resolution (CDR).

Under his leadership, the CDR has enjoyed high national ranking among academic dispute resolution centers in the United States.
He is an award-winning author in the field of dispute resolution, and he has been deeply involved in the practice of ADR.