Detailed Programme

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:

Module 1: Claiming your share

  • What do I want to get out of the negotiation?
  • Formulating your best alternative.

Module 2: Unlocking underlying interests

  • What are the differences between positions and interests?
  • Asking the right questions.

Module 3: Thinking out-of-the-box

  • How to create value for both parties?
  • The power of emotions. 

Module 4: How to shape negotiations strategy

  • What are 3D negotiations?
  • How to handle multi-party negotiations.

Module 5: Your personal negotiation style

  • What are my strengths?
  • How to tackle your weak spots.

A learning experience like no other

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.

Vlerick Learning Experience

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 + 32 9 210 98 84
[email protected]
Find the programme most relevant for you!

Download our programme calendar

Meet Us

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16 Jun
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Category: General Info Sessions

13 Jul
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17 Aug
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