Negotiation dynamics 2013 Training Course with Ingemar Dierickx
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Negotiation Dynamics With Ingemar Dierickx November 13th, 14th, and 15th in Amsterdam 2013
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21-Oct-2014 -
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We are proud to present an overview of what participants can expect from our Negotiation Dynamics course. Ingemar Dierickx covers a wide range of topics in this intensive 3-day course. Anyone who has real experience with negotiating business deals would really benefit from our course. See our website for the most up to date information regarding, dates, times, price and registration: http://www.aif.nl/programs/open-enrollment-programs/negotiation-dynamics.aspx?PID=48
Transcript of Negotiation dynamics 2013 Training Course with Ingemar Dierickx
Negotiation Dynamics
With Ingemar Dierickx
November 13th, 14th, and 15th in Amsterdam
2013
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Content
Key BenefitsApproachDay 1 – Price NegotiationsDay 1 – Package DealsDay 2 – The ‘Nuts and Bolts’ Day 2 – Negotiation Deals in an Uncertain EnvironmentDay 3 – Breaking DeadlockDay 3 – Information AssymetriesCourse Dates
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What to expect from the program
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Key Benefits1. Master price
negotiations2. Structure complex
package deals3. Identify
Opportunities to create value
4. Avoid arguments5. Maintain
composure under pressure
6. Create long-term business relations
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Approach• Learn by doing• Feedback• Diversity of
Experience• Real life cases• Practical skills
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Day 1: Price Negotiations
• One-on-one Negotiation exercise• Price Negotiations: Diagnosis and preparation• Price Negotiations: Positioning and bargaining
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Concepts and Tactics
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Day 1: Package Deals
• Team Negotiation Exercise• Debriefing• Structuring smart package
deals• Package Deals: managing
the process
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Defining the optimal “Architecture” of Complex Agreements
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Day 2: The ‘Nuts and Bolts’
Making ProposalsHandling tough questions
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Of Negotiation: Mastering the Process Fundamentals
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Day 2: Negotiation Deals in an
Team exercise: Negotiating a complex long-term contractUncertaintyCompetitionDesigning the right “Architecture” of package deals
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Uncertain Environment
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Day 3: Breaking Deadlock
• Aggressive negotiation challenges: Typical examples
• Changing the structure of the problem: ‘The issue is never the issue’
• A process perspective on breaking deadlock: The method of the ‘five A’s’
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A Process Perspective
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Day 3: Information Assymetries
• Team negotiation exercise• Debriefing• Information Assymetries: The credibility problem• Information Assymetries: Promises & threats, The
negotiation time frame
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Difficulty agreeing on ‘the facts’
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Course Dates• November 13th to
the 15th, 2013
• April 28th – 30th, 2014
• November 12th – 14th, 2014
• See website for the most up-to-date information
• www.aif.nl
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We look foreward to seeing you this November in Amsterdam!
