Amsterdam Institute of Finance

Available dates

Apr 22—24, 2020
3 days
Amsterdam, Netherlands
EUR 3900 ≈USD 4318
EUR 1300 per day
Oct 28—30, 2020
3 days
Amsterdam, Netherlands
EUR 3900 ≈USD 4318
EUR 1300 per day

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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.

Practical Skills

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

Content

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’

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
  • Consultants
  • Executives in liaison roles such as country managers
  • Lawyers
  • Entrepreneurs
  • Sales managers
  • Key account managers
  • Managers handling procurement
  • Prerequisite

Participants wishing to enroll in the program should have experience in actual negotiations, for both their own benefit and the benefit of other participants.

Trust the experts

Ingemar Dierickx

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 ...

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Course reviews

Program Profile: Negotiation Dynamics with Ingemar Dierickx

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