Negotiating

Score with a feeling

Negotiating is based on good communication, supplemented with experience, knowledge, strategy and tactics. This course focuses on the differences between good and bad negotiating, the skills and techniques that a good negotiator needs to obtain an optimum result while retaining the relationship. Score with a feeling.

Subjects
  • Underlying reasons of “Why and when negotiating”; recognizing the specific characteristics of a negotiator and using them yourself.
  • What minimum preparations are required? Preparatory activities and negotiating process analysis. Concessions and the subsequent psychological consequences within the negotiating process.
  • Positioning of the own person in negotiation phases. How power can be built in a negotiation.
  • What the differences are between a Lose-Lose, Win-Lose and Win-Win negotiation. And how you can come to a Win-Win-Plus result. Methodologies such as: strategy, winning or losing and aspiration level.
  • How to deal with the time factor, tactics and manoeuvres during negotiating. How the aspiration level of the other party can be influenced.
  • Tips and tricks!
Module structure

This course is offered as one entity.

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Please note all open trainings are in Dutch unless indicated otherwise.

Practical information
  • 2 consecutive days.
  • In-company / Open training.
  • Maximum 8, minimum 4 participants.
  • Intermediate Vocational Education/Higher Vocational Education and higher. This course requires no previous participation in previous training.
Related course(s)

This course can also be part as a module of a commercial training course. This course is part of the management training course Higher Management and Management Training Course.

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