Negotiation dynamics 2013 Training Course with Ingemar Dierickx
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Transcript of Negotiation dynamics 2013 Training Course with Ingemar Dierickx
Negotiation Dynamics
With Ingemar Dierickx
November 13th, 14th, and 15th in Amsterdam
2013
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Content
Key BenefitsApproachDay 1 – Price NegotiationsDay 1 – Package DealsDay 2 – The ‘Nuts and Bolts’ Day 2 – Negotiation Deals in an Uncertain EnvironmentDay 3 – Breaking DeadlockDay 3 – Information AssymetriesCourse Dates
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What to expect from the program
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Key Benefits1. Master price
negotiations2. Structure complex
package deals3. Identify
Opportunities to create value
4. Avoid arguments5. Maintain
composure under pressure
6. Create long-term business relations
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Approach• Learn by doing• Feedback• Diversity of
Experience• Real life cases• Practical skills
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Day 1: Price Negotiations
• One-on-one Negotiation exercise• Price Negotiations: Diagnosis and preparation• Price Negotiations: Positioning and bargaining
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Concepts and Tactics
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Day 1: Package Deals
• Team Negotiation Exercise• Debriefing• Structuring smart package
deals• Package Deals: managing
the process
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Defining the optimal “Architecture” of Complex Agreements
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Day 2: The ‘Nuts and Bolts’
Making ProposalsHandling tough questions
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Of Negotiation: Mastering the Process Fundamentals
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Day 2: Negotiation Deals in an
Team exercise: Negotiating a complex long-term contractUncertaintyCompetitionDesigning the right “Architecture” of package deals
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Uncertain Environment
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Day 3: Breaking Deadlock
• Aggressive negotiation challenges: Typical examples
• 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’
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A Process Perspective
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Day 3: Information Assymetries
• Team negotiation exercise• Debriefing• Information Assymetries: The credibility problem• Information Assymetries: Promises & threats, The
negotiation time frame
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Difficulty agreeing on ‘the facts’
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Course Dates• November 13th to
the 15th, 2013
• April 28th – 30th, 2014
• November 12th – 14th, 2014
• See website for the most up-to-date information
• www.aif.nl
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We look foreward to seeing you this November in Amsterdam!