negotiating to create value

Make the impossible possible

Ready to take your negotiation skills up a level?

A successful negotiator can truly make a difference in every aspect of life. Return to the workplace with the ability to close deals whilst adding value for all parties involved. The focus of this programme is on optimising your mindset and really changing your beliefs around negotiating. The success rate of your negotiations will increase significantly - not only by virtue of a stronger skills set and changed belief, but also through a boost in confidence.


Added value for you and your company:

  • Discover how your mindset and your beliefs about negotiation influence your negotiation strategy, tactics and the outcomes
  • Experiment with a variety of negotiation techniques to achieve better results and develop sustainable relations with your counterparties
  • Apply the newly gained knowledge in a safe learning environment to boost your confidence when going into future negotiations
  • Identify and develop your own negotiation style (based on the NQ® concept)
  • Lift your skills to a higher level with some hands-on tips & tricks


This programme goes well beyond traditional training in negotiation. The primary focus is on the beliefs, processes and tactics at the negotiation table - where the ‘magic’ happens. The theories and models are applied in practice. Role plays, real-life scenarios and expert feedback help you integrate new learning into your mindset and skills set when approaching negotiation situations.

The programme ‘Negotiating to Create Value’ has 5 modules. These modules consist of:

  1. Module 1: Claiming your share
    • What do I want to get out of the negotiation?
    • Formulating your best alternative.
  2. Module 2: Unlocking underlying interests
    • What are the differences between positions and interests?
    • Asking the right questions.
  3. Module 3: Thinking out-of-the-box
    • The power of emotions.
  4. Module 4: How to shape negotiations strategy
    • What are 3D negotiations?
    • How to handle multi-party negotiations.
  5. Module 5: Your personal negotiation style
    • What are my strengths?
    • How to tackle your weak spots.


When you come to Vlerick, you step away from your usual routine and gain a wider perspective. You discover how to tackle challenges, turn your knowledge into action and apply your skills in your workplace. You learn from faculty who are experts in their fields – and from a diverse group of peers. All these things help you become a confident, skilled professional, ready to succeed in business – and in life.

who would benefit?

The programme ‘Negotiating to Create Value’ is targeted towards:

Your profile:

  • You are a generalist representing your organization during negotiations
  • You are a functional expert directly involved in negotiations

Recent job titles include: general manager, business development manager, HR manager, entrepreneur, sales manager...

Your challenge:

  • You lack confidence when stepping into negotiations
  • You are unsatisfied with the outcome of your past negotiations
  • You are looking for theoretical tactics to strengthen your position at the negotiation table

meet your faculty

Professor Katia Tieleman

Katia is a Professor of Negotiation and Conflict Management at Vlerick and is affiliated with the Harvard Program on Negotiation at Harvard Law School. She is the author of the Negotiation Intelligence® (NQ®) approach.

A leading authority in the world of negotiation, Katia has worked with international organisations including the UN, the OECD, the EU and the World Bank – as well as a number of Fortune 500 companies. She is also the creator of the Negotiation Intelligence® (NQ®) approach. She draws on this rich practical experience and strong academic background to help individuals and organisations master the skills of negotiation.

Learn more


Chris Derboven - Stedelijk Lyceum Zuid

Chris Derboven

"In my position as a quality manager in education, I find that, even in our sector, we lose an awful lot of opportunities, time and money. Management and teachers (and unions) have almost always learned to take a position in a negotiation. Then, we try to win on the basis of arguments. But it just doesn’t work. And moreover, the higher the level at which the negotiation is carried out, the less arguments from the classroom and the school are heard − even though that’s where the teaching takes place.
Thanks to Prof Katia Tieleman’s highly interactive programme, I’ve learned to do my homework beforehand in the school hallways − so that I can understand the interests of all parties involved before the crucial meeting begins. This approach makes an extraordinary difference: it allows you to create value for the stakeholders, instead of ending up in a win/lose or even lose/lose situation.

I particularly appreciate the fact that Prof Tieleman has developed a scientifically grounded Negotiation Intelligence scan. After the programme, we’ve used this tool to gain insight into our own strengths and challenges to become even better negotiators."

Drive real change in your organisation

A learning experience with real impact on your operations? A management programme tailored to the specific needs of your business? Contact us and discover how we can design and deliver customised programmes for your team that add genuine value to your organisation.

Need help?

Contact our Programme Advisor
Programme Advisor
Tel +3292109884
[email protected]
Find the programme most relevant for you!

Download our programme calendar

Meet Us

Info Sessions & Open Days
17 Aug
Meet our programme advisor online
Category: General Info Sessions

28 Sep
Info Session Executive Education & MBA
Category: General Info Sessions

05 Oct
Meet our programme advisor online
Category: General Info Sessions

Related Articles

  1. Vlerick Book Podcast - Making Your Way

    Dreaming big propels you forward. But we have to admit that it is often a bumpy road. In three podcast episodes, based on the book ‘Making your way’, Dean Marion Debruyne and Professor of Leadership Katleen De Stobbeleir unravel 15 persistent myths about the path to success and finding happiness in life and work.
  2. Responsible Leadership: how to reimage leadership in a world full of grand challenges

    Virtually every organisation is in the sustainability business today – which has become a new minimum in attracting and retaining customers. To make transformation happen, businesses will need to reinvent themselves. This white paper focusses on the transformation that is needed within organisations to make change happen and how organisations can increase their maturity level when it comes to sustainability themes. Based on our interviews with sustainability officers from a wide variety of companies, we zoom in on the importance of leadership – and, more specifically, of responsible leadership.
All articles

& Rankings

Equis Association of MBAs AACSB Financial Times