Advanced
Negotiation

You will discover advanced negotiation techniques that strengthen your competitive position and enable you to create value in every deal. You will learn to apply the concepts directly to your own negotiations through realistic cases and interactive exercises. You will discover more about your own negotiation style and maximise your effectiveness in every situation.

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What to expect

Our experienced lecturer will take you through the various stages of
commercial negotiations and shares best practices, directly applicable concepts and proven negotiation tactics that will prepare you confidently and optimally for every negotiation. We address both the rational and (even more important) emotional sides of negotiation and help you find the balance between claiming value (for yourself and the company) and creating value (together with the other party) in every negotiation.

For whom is this programme intended?

Whether you are a seasoned sales director or an emerging key account manager, this training is designed to address the fundamental, substantive, process and behavioural aspects of negotiation. We address the more complex negotiations with major implications for commercial relationships.

Why should you take this course?

You will discover advanced negotiation techniques that strengthen your competitive position and enable you to create value in every deal. You will learn to apply the concepts directly to your own negotiations through realistic cases and interactive exercises. You will discover more about your own negotiating style and maximise your effectiveness in every situation.

You work intensively with other sales professionals and managers, building valuable relationships that can boost your career.

Practical

Advanced Negotiation is a 2-day training.

Where and when?

Mechelen – October 22nd and 23rd 2024 (EN)
Mechelen – April 26th and 27th 2025 (NL)

Investment?

€ 1.595,- including materials (with playbook) and full catering, excluding 21% VAT.

Number of participants?

Maximum of 12.

contact us for our combo deals

Learning Experience

Course overview

Day 1

  • Fundamental principles in negotiation
  • Pre-negotiation phase
  • Exploring: a must-have skill for an experienced negotiator
  • Simulations and application to own cases

Day 2

  • Opening the negotiation
  • Wheeling & dealing
  • Dirty tricks at the table: recognise them, neutralise them or use them yourself
  • Closing the negotiation
  • Application to own cases, simulations and personal action plan

Fundamental principles in negotiation

Pre-negotiation phase:

  • Analysis and qualification of the negotiation context
  • Target setting
  • Setting the scene (set the strategy, choose your starting position and lead the negotiation)

Exploring: a must-have skill for an experienced negotiator

Simulations and application to own cases

Opening the negotiation

  • Anchoring, arguing and dealing with conflicting interests

Wheeling & dealing

  • Mastering concession trade-offs and using gridlock to make better deals

Dirty tricks at the table: recognise them, neutralise them or use them yourself

Closing the negotiation

  • Best practice techniques and post-negotiation core elements
  • How to systematically identify a procurement centre & different roles

Application to own cases, simulations and personal action plan

*The training programme may differ from the above outline

Advanced Negotiation

The lecturers

mr. George van Houtem MBA

Partner Institute for Sales And Marketing

More information

Request a brochure

To receive the ‘Advanced Negotiation’ course brochure, fill in your details below and click ‘request’. We will also contact you to discuss the course and assess how well it aligns with your ambitions.

“We practice, what we preach.”

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    Advanced Negotiation

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