Negotiating to create value

[This programme is also available in Dutch]

[Detailed programme]

• Do you frequently need to convince others to move in your direction?
• Are you often dissatisfied with the outcome of deals or agreements you conclude?
• Does the other party fail to honour the deals or agreements you conclude?
• Are you often unable to convince parties of the need to work together towards creating optimal value?
• Do you find it difficult to negotiate deals or agreements with people from other cultures?

‘Negotiating to Create Value’ goes far beyond traditional negotiation training programmes.

Most other programmes emphasise the process and tactics at the negotiation table almost exclusively. The multi-dimensional 'Negotiating to Create Value' programme goes further to strongly accentuate the design of optimal deals and agreements.

Target group

CEOs, CFOs, Operations Executives, Manufacturing Executives, Marketing and Sales Executives, Public Relations Executives, Procurement Executives, Human Resources Managers, Project Managers, Strategic Planners, Corporate Attorneys, Union Executives, Government Executives, Executives of Multilateral Organisations, Politicians, …

After this programme

By following this programme you will:

• Engage expertly in 3-dimensional negotiation. Your expertise will include tactics, deal design, and setup of the negotiation.
• Learn to deal with emotions and conflicts in negotiations.
• Acquire insights into deals that transcend national boundaries.

Programme topics

• Day 1: The basic determinants of principled, value-creating negotiation
• Day 2: Creating an optimal negotiation climate and an enduring relationship
• Day 3: Dealing with emotions and conflict during a negotiation
• Day 4: Designing a three-dimensional negotiation strategy and plan
• Day 5: Moving to a different level

Detailed programme

The Vlerick approach

Through this hands-on, interactive programme - underpinned by the intercultural negotiation experience of our team of highly trained and experienced international presenters - business leaders are empowered to successfully create mutually beneficial agreements that transcend national boundaries. Presentations, simulations, videos, bilateral and multilateral case studies and feedback are used to provide participants the opportunity to internalise important negotiation insights and gain confidence in applying these insights.

Faculty

Prof Dr David Venter is Professor in Negotiation and Conflict Dispute Resolution at Vlerick Leuven Gent Management School. Dr Venter teaches negotiation at numerous other tertiary institutions in South Africa and consults to organisations in all spheres of business. He is highly experienced in business, labour, environmental, community and political negotiation, has regularly studied negotiation at Harvard University, and is an avid scholar of this crucially important business skill.
David Venter was closely associated with Nelson Mandela’s release from prison; you can read his personal recollections of that event.