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Who should attend
Negotiation permeates our personal and professional lives and plays a critical role in the successful completion of all business deals. While Negotiation Dynamics will benefit virtually all executives, it will be of particular interest to:
- Investment bankers
- Executives in liaison roles such as country managers
- Sales managers
- Key account managers
- Managers handling procurement
Participants wishing to enroll in the program should have experience in actual negotiations, for both their own benefit and the benefit of other participants.
About the course
Negotiations have a direct and measurable impact on profits. Negotiation Dynamics is an intensive and hands-on workshop to sharpen your negotiation skills:
Learning by Doing
The best way to learn about negotiation is to negotiate. Gain invaluable experience by engaging in a broad range of face-to-face negotiations.
Real Life Cases
All the material, cases and role-plays are based on real life negotiations. Examples and anecdotes are drawn from thirty years of negotiating experience.
Particular emphasis is given to negotiation practice, captured by the experience of negotiation professionals throughout the world.
How you will benefit
- Master price negotiations
- Structure complex package deals
- Identify opportunities to create value
- Avoid arguments
- Maintain composure under pressure
- Manage long-term business relations
Price Negotiations – Concepts and Tactics
- Diagnosis and preparation
- The Twin Pillars of Bargaining Power: Alternatives and Information
- Opening offers
- Concession patterns
- Focal points and commitment
- Closing the deal
Package Deals – Defining the Optimal ‘Architecture’ of Complex Agreements
- Creating a negotiable agenda
- Homans’ Law
- Salami slicing
- Evaluating tradeoffs: ‘Efficiency Ratios’
- Exploring options
- Using MESOS
Breaking Deadlock – A Process Perspective
- Aggressive Negotiating Challenges
- Stand-offs, stalling tactics and waiting games
- Conflict escalation: structural characteristics and psychological dynamics
- 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”
Negotiating Deals in an Uncertain Environment
- The challenges of negotiating long-term contracts in an uncertain environment
- Identifying opportunities to create value
- Playing on differences between negotiating partners to create value
- Creating ‘expected’ value: opportunities and limits
- Competition: Playing on differences to lock in sustainable competitive advantage
Mastering the Process Fundamentals
- Retaining composure under pressure
- Maintaining a constructive negotiating atmosphere
- Making proposals: effective and ineffective language
- Handling tough questions
- Spotting lies – and knowing how to deal with them
Asymmetric Information: When Parties Have Totally Different Views of the World
- Gaining Personal Credibility: a Process Perspective
- Using Proposals to Overcome the Credibility Gap: Signaling and Screening
- Promises and Threats
- The Negotiation Time Frame
- Winning the ‘Battle for Mind Space’
Ingemar Dierickx was Professor of Negotiation Analysis at INSEAD for nearly twenty-five years and subsequently joined The Moscow School of Management (Skolkovo) until 2010. Prior to joining INSEAD, he worked at the Division of Research, Harvard Business School and with Professor Schelling (2005 ...
Videos and materials
Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.