negotiation dynamics 2013 training course with ingemar dierickx
Post on 21-Oct-2014
586 views
DESCRIPTION
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=48TRANSCRIPT
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
Negotiation Dynamics Page 2
What to expect from the program
07-04-2023 | |
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
Negotiation Dynamics Page 3
07-04-2023 | |
Approach• Learn by doing• Feedback• Diversity of
Experience• Real life cases• Practical skills
Negotiation Dynamics Page 4
07-04-2023 | |
Day 1: Price Negotiations
• One-on-one Negotiation exercise• Price Negotiations: Diagnosis and preparation• Price Negotiations: Positioning and bargaining
Negotiation Dynamics Page 5
Concepts and Tactics
07-04-2023 Negotiation Dynamics| |
Day 1: Package Deals
• Team Negotiation Exercise• Debriefing• Structuring smart package
deals• Package Deals: managing
the process
Page 6
Defining the optimal “Architecture” of Complex Agreements
07-04-2023 Negotiation Dynamics| |
Day 2: The ‘Nuts and Bolts’
Making ProposalsHandling tough questions
Page 7
Of Negotiation: Mastering the Process Fundamentals
07-04-2023 Negotiation Dynamics| |
Day 2: Negotiation Deals in an
Team exercise: Negotiating a complex long-term contractUncertaintyCompetitionDesigning the right “Architecture” of package deals
Page 8
Uncertain Environment
07-04-2023 Negotiation Dynamics| |
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’
Page 9
A Process Perspective
07-04-2023 | |
Day 3: Information Assymetries
• Team negotiation exercise• Debriefing• Information Assymetries: The credibility problem• Information Assymetries: Promises & threats, The
negotiation time frame
Negotiation Dynamics Page 10
Difficulty agreeing on ‘the facts’
07-04-2023 | |
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
Negotiation Dynamics Page 11
We look foreward to seeing you this November in Amsterdam!