Advanced techniques for improved results
This program is eligible for 1 8 CE credit hours as granted by CFA Society VBA Netherlands
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 DoingThe 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 CasesAll the material, cases and role-plays are based on real life negotiations. Examples and anecdotes are drawn from thirty years of negotiating experience.
Practical SkillsParticular 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
Maintain composure under pressure
Manage long-term business relations
> Read what participants say about the program
> Read the De Standaard (Belgium) newspaper article about the program (in Dutch)
Price Negotiations – Concepts and Tactics
Diagnosis and preparation
The Twin Pillars of Bargaining Power: Alternatives and Information
Focal points and commitment
Closing the deal
Package Deals – Defining the Optimal ‘Architecture’ of Complex Agreements
Creating a negotiable agenda
Evaluating tradeoffs: ‘Efficiency Ratios’
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:
Executives in liaison roles such as country managers
Key account managers
Managers handling procurement
PrerequisiteParticipants wishing to enroll in the program should have experience in actual negotiations, for both their own benefit and the benefit of other participants.
Ingemar Dierickx is a founding partner at D&AC Consulting, a company that offers a wide range of negotiation support services. Previously he was Professor of Negotiation Dynamics at Moscow School of Management (Skolkovo). Before joining Skolkovo, Ingemar was Professor of Negotiation Analysis at INSEAD for almost twenty-five years. For nearly three decades, Ingemar has represented and advised high net worth individuals and corporate clients in a broad spectrum of industries, including banking, insurance, oil and gas, as well as the public sector.
Ingemar Dierickx holds a PhD (Business Economics) from Harvard University and an MBA from the Harvard Business School, where he was a Baker Scholar. He also holds law degrees from the Harvard Law School (LL.M.) and the Rijksuniversiteit Gent (Lic.Jur.)
Dates & fees
8 - 10 October 2018
15 - 17 April 2019
> Program fee includes all study materials, books and software that are required for the program as well as daily luncheons.
Program fee is exempt from VAT for clients located in the Netherlands. For other EU and Non-EU clients, VAT may be due by client and will not be charged by AIF. Fees may be subject to change.
100% of the attendees in the April 2018 session would recommend the Negotiation Dynamics program to their colleagues.
"A good course. Straight afterwards I saw the first positive results in the early stages of a negotiation."
Director Market Access & External Affairs
"Very informative, hands-on, a lot of practicing"
Senior Policy Advisor
Ministry of Health, Welfare and Sports
"It can make an important impact on your career if you have the courage to analyze your negotiation processes and your behavior in them - especially your mistakes. The professor is simply incredibly good!"
Vice President, Principal Investments
"Negotiation Dynamics provides an interesting and somewhat provocative view of some of the common beliefs that a negotiator is pre-occupied with. It also provides an interesting insight into how value can be created in an adversary situation."
Senior Advisor, M&A and Financing
“It gave me so much inspiration and intellectual stimulation. Wonderful! Thank you.”
“I would recommend the course to experienced negotiators. It provided some interesting alternative ways of approaching negotiation.”
Director of Business Development
Kayak Software Corporation
“Well structured, informative, dynamic and entertaining.”