This 3-day negotiation training workshop will take place November 13-15, 2013 in Amsterdam. The workshop will focus on developing practical negotiation skills through exercises and cases. Day 1 will cover price negotiations and structuring package deals. Day 2 will discuss negotiation fundamentals and dealing with uncertainty. Day 3 will address breaking deadlocks and managing information asymmetries. The goal is for participants to learn negotiation strategies and tactics to master price negotiations, create value, and maintain composure under pressure.

1. Negotiation Dynamics
With Ingemar Dierickx
November 13th, 14th, and 15th in Amsterdam
2013

2. | |
Content
Key Benefits
Approach
Day 1 – Price Negotiations
Day 1 – Package Deals
Day 2 – The „Nuts and Bolts‟
Day 2 – Negotiation Deals in an Uncertain Environment
Day 3 – Breaking Deadlock
Day 3 – Information Assymetries
Course Dates
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What to expect from the program

3. | |
Key Benefits
1. Master price
negotiations
2. Structure complex
package deals
3. Identify
Opportunities to
create value
4. Avoid arguments
5. Maintain
composure under
pressure
6. Create long-term
business relations
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4. | |
Approach
• Learn by doing
• Feedback
• Diversity of
Experience
• Real life cases
• Practical skills
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5. | |
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

6. | |
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

7. | |
Day 2: The „Nuts and Bolts‟
Making Proposals
Handling tough questions
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Of Negotiation: Mastering the Process Fundamentals

8. | |
Day 2: Negotiation Deals in an
Team exercise: Negotiating a
complex long-term contract
Uncertainty
Competition
Designing the right
“Architecture” of package
deals
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Uncertain Environment

9. | |
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

10. | |
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‟

11. | |
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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12. We look foreward to seeing you
this November in Amsterdam!