Vlerick Business School Executive Education

Negotiating to Create Value

Available dates

Nov 25—Dec 15, 2020
5 daysModules info
Brussels, Belgium
EUR 5295 ≈USD 5933
EUR 1059 per day

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with Vlerick Business School Executive Education.

Full disclaimer.

About the course

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.

Why This Programme?

Added value for you and your company:

  • Discover how your mindset and your beliefs about negotiation influence your negotiation strategy, tactices and the outcomes
  • Experiment with a variety of negotiation techniques to achieve better results and develop sustainable relations with your counterparties.
  • Identify and develop your own negotiation style
  • Practice using different negotiation approaches in different situations in a flexible way.
  • Apply the newly gained knowledge in a safe learning environment to boost your confidence when going into future negotiations

Detailed Programme

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

People who took this course work for

IBM, Accenture, Johnson & Johnson, Unilever, ABN AMRO Bank N.V....

Trust the experts

Barney Jordaan

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...

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Katia Tieleman

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...

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Course reviews

Downloadable materials

Available dates

Nov 25—Dec 15, 2020
5 daysModules info
Brussels, Belgium
EUR 5295 ≈USD 5933
EUR 1059 per day

Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with Vlerick Business School Executive Education.

Full disclaimer.

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