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Vlerick Business School Executive Education

Negotiating to Create Value

Nov 27—Dec 17, 2019
5 daysModules info
Ghent, Belgium
EUR 4995 ≈USD 5512
EUR 999 per day

How it works


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Make the impossible possible

A successful negotiator can truly make a difference in every aspect of life. Return to the workplace with the ability to close deals whilst adding value for all parties involved.

The focus of this programme is on optimising your mindset and really changing your beliefs around negotiating. The success rate of your negotiations will increase significantly - not only by virtue of a stronger skills set, but also through a boost in confidence.


Added value for you and your company:

  • Optimise your mindset and change your beliefs about negotiation to be able to achieve win-win results and create value for both parties
  • Diagnose your negotiation style using the unique NQ Scan and take your skills to the next level based on practical tips & tricks
  • Boost your confidence by directly applying your newly gained knowledge in a safe learning environment
  • Benefit from the academic and business experience of our negotiation experts
  • Build a valuable network and be inspired by peers


The programme ‘Negotiating to Create Value’ has 5 modules. These modules consist of:

Module 1: Claiming your share

  • What do I want to get out of the negotiation?
  • Formulating your best alternative.

Module 2: Unlocking underlying interests

  • What are the differences between positions and interests?
  • Asking the right questions.

Module 3: Thinking out-of-the-box

  • How to create value for both parties?
  • The power of emotions.

Module 4: How to shape negotiations strategy

  • What are 3D negotiations
  • How to handle multi-party negotiations.

Module 5: Your personal negotiation style

  • What are my strengths?
  • How to tackle your weak spots.

Who should attend

Your profile:

  • You are a generalist representing your organization
  • You are a functional expert directly involved in negotiations

Recent job titles include: general manager, business development manager, HR manager, entrepreneur, sales manager...

Your challenge:

  • You lack confidence when stepping into negotiations
  • You are unsatisfied with the outcome of your past negotiations
  • You are looking for theoretical tactics to strengthen your position at the negotiation table


Barney Jordaan is professor of management practice at Vlerick. He holds a doctorate in law from Stellenbosch University, where he was professor of law until 1997 teaching employment, contract and intellectual property law. He thereafter taught negotiation at Stellenbosch University Business Schoo...
Katia Tieleman is Professor in Negotiation and Conflict Management at Vlerick Business School and a leading authority in the field of negotiations. She is affiliated with the Harvard Program on Negotiation at Harvard Law School. For her high impact interventions, Katia draws from her sophisticate...


Detailed Description
Detailed Description

Next dates

Nov 27—Dec 17, 2019
5 daysModules info
Ghent, Belgium
EUR 4995 ≈USD 5512
EUR 999 per day

How it works

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