Negotiation is a constant challenge in business contexts. The clash in interests between your own needs and those of your interlocutors - customers and colleagues - forces you to take positions. The consequences are often significant and the results highly variable. A more effective, professional competence of interrogation is desired.

Upon completion, you will be able to deal more consciously with all elements of negotiation. You will also have a new, fresh perspective on this exciting, enriching exchange process of negotiation.

In this workshop one learns to:

• Systematically analyse the needs of both parties
• Agreeing to fix objective criteria together as a basis for the negotiation
• Make propositions, determine where one can yield, and reinforce one's focal interests
• Investigate a broad pallet of options before entering into the decision phase
• Keep the person and the contents separate, invite both parties to constructive behaviour
• To manage the threat of conflicts and to support a long term relationship

• Introduction and objectives
• What is negotiation?
• Discovery exercise and basic principles of negotiation
• How to prepare for a negotiation?
• The successive phases of a negotiation
• How to determine the variables in a negotiation and to position oneself
• Proposal and counterproposal, making swaps on secondary points, strengthening one's focal interests
• Considering alternative routes of exchange
• Application exercise
• negotiation styles - when to negotiate hard or soft
• The Harvard-style of negotiation
• Application exercise
• Conflict prevention, how to deal with tactics and manipulative behaviour
• Application exercise
• Exercise "creative negotiation"

Lots of exercising and role play. Bring your own situations! The experiences gained during the exercises are discussed against the background of deep principles of negotiation and psychological models in the more theoretical part. The slides are for inspiration, the syllabus offers a solid basis of principles of negotiation as well as useful matrices for preparing a negotiation.

Delivered as a live, interactive training: available in-person or online, or in a hybrid format. Training can be implemented in English, Dutch, or French.
If interested in organising this training internally, get in touch with us; we can even customise it to meet your specific needs.

No preliminary skills are needed

This workshop is for the technical professional who wishes to reinforce his/her competencies in the field of negotiation