Download - Negotiation dynamics 2013 Training Course with Ingemar Dierickx

Negotiation Dynamics

With Ingemar Dierickx

November 13th, 14th, and 15th in Amsterdam

2013

07-04-2023 | |

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


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


Concepts and Tactics

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Day 1: Package Deals

• Team Negotiation Exercise• Debriefing• Structuring smart package

deals• Package Deals: managing

the process

Defining the optimal “Architecture” of Complex Agreements


Day 2: The ‘Nuts and Bolts’

Making ProposalsHandling tough questions

Of Negotiation: Mastering the Process Fundamentals


Day 2: Negotiation Deals in an

Team exercise: Negotiating a complex long-term contractUncertaintyCompetitionDesigning the right “Architecture” of package deals

Uncertain Environment


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’

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


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


We look foreward to seeing you this November in Amsterdam!