This training is based on leading models (such as the Harvard Negotiation Program and Thomas-Kilmann), but is above all highly practical. You will practice with realistic scenarios, your own cases, and receive immediate feedback from experienced negotiation trainers.
For who?
This training is for professionals who regularly deal with negotiations, for example in:
Policy development or advocacy;
Sales, purchasing or contract management;
Organizational change or project management;
Politically complex contexts.
You want to sharpen your own style and take more control in conversations where a lot is at stake.
What are you learning?
After this training, you will be able to:
Better prepare and structure negotiations;
Position yourself strategically and steer based on interests;
Deal with pressure, power play, and 'difficult' types;
Create value in seemingly fixed situations;
Operate more effectively in negotiating teams;
Recognize and consciously use your style;
Deal professionally with emotion and dynamics at the table.
Content of the training
Duration: 2 days (09:00 – 17:00)
Location: Bezuidenhoutseweg 1, The Hague
Price: € 1,981,- excl. VAT
Includes lunch, coffee/tea and reference material
Day 1: Foundation and tactics
The negotiation dynamics unraveled: from positions to interests;
Harvard method, BATNA, ZOPA and the 7-phase model;
Strategic handling of bluffing, uncertainty and power imbalances;
Your personal negotiation style (Thomas-Kilmann);
Team simulations and case studies.
Day 2: Complexity and application
Recognizing and using emotion, power and influence in negotiations;
Hot seat exercises on own case studies;
Dealing with hierarchy, escalation and communication patterns;
Personal action plan: your own negotiation rules and style.
Questions or tailored work?
Would you like to organize this training in-company or first discuss if it fits your work? Please contact us at nstitute@nfluence.nl or call 070 22 11 981.