Detailed Programme

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Module 1: The fundamentals of negotiating for value

  • Identifying and understanding view points, interests, positions, and options
  • Knowing the when and why of concluding an agreement or to break off negotiations
  • Building credibility through trust, transparency, and Flexibility

Module 2: Creating an optimal negotiation climate and an end a lasting relationship

  • Creating a climate conducive to a mutually beneficial relationship
  • The key principles of verbal, non-verbal and other communication
  • Identifying common ground by innovative questioning

Module 3: Dealing with emotions and conflicts during a negotiation

  • Dealing with emotions, conflicts and difficult behaviour
  • Employing and warding off power in positive ways
  • Converting conflict to value: recognising and responding to manipulation tactics

Module 4: Developing a three-dimensional negotiation strategy

  • Mastering the three-stage planning model for negotiations
  • Assessing the spectrum of negotiators and their roles
  • Conducting negotiations with multiple parties

Module 5: Growing into the next level

  • Negotiating ethically
  • Reopening negotiations
  • Mediation and arbitrage: why and when?
  • Expanding your company’s negotiation competencies