#1
in Open Executive Education in the Benelux
1,090
former participants
4.95/5
for Learning Impact
If you're looking for a transformative approach that will elevate your negotiating skills, this programme is for you. Based on Vlerick's unique NQ® model, it gives you the frameworks, self-awareness, knowledge and mindset to create win-win solutions for all parties. You learn powerful techniques that empower you to take the lead in negotiations.
Detailed programme
Through five intensive days, you explore your negotiation profile – and acquire a sound frame of reference and proven toolkit. You refine your skills through role play with actors, learn new techniques – and truly learn to master high-stakes negotiations. You discover how to effectively channel emotion, manage multi-party negotiations – and understand how to handle all types of negotiating practices. Your approach to negotiation will never be the same again.
Join us to learn directly from Katia Tieleman, one of Europe's leading negotiators.
Module 1: Discovering NQ® - Negotiation Intelligence
- Understand the importance of mindset
- Get to know your own negotiation style
Module 2: Set limits
- Know how to claim your share
Module 3: Unlock underlying interests
- Understand the differences between positions and interests
- Learn to ask the right questions
Module 4: Think out of the box
- Discover how to think in terms of options
- Learn to listen actively
Module 5: Become an expert communicator
- Dive into persuasion techniques
- Discuss the power of emotions
Module 6: Shape negotiation strategy
- Explore 3D negotiations
- Learn how to handle multi-party negotiations
Module 7: Hone your personal negotiation
- Discover your strengths
- Learn to tackle your weak spots
Why this programme
- Get to know your strengths and weak spots as a negotiator – and refine your individual approach
- Discover the NQ® model and gain a robust roadmap and toolkit
- Explore the power of mindset – and how your beliefs directly influence outcomes
- Experiment with different techniques and approaches – and learn how to get the best results in different circumstances
- Understand how to develop sustainable relationships with everyone around the table
Who should attend
- Professionals who negotiate – or aspire to negotiate – with the C-suite
- Professionals who are responsible for big contracts and high-stakes deals
- General managers who represent their companies
- Functional experts who lead significant negotiations with internal and external parties
In previous editions, we had the pleasure of welcoming participants from companies like:
Fees and financing
Boost your impact – and your budget
Did you know you may be eligible for:
- Group discount: Register three participants from the same company at the same time and get 15% off
- Alumni discount: Vlerick alumni receive 10% off as a thank you for their loyalty to the Vlerick Business School
Check all our benefits and make the most of your investment.
Success stories
Rob Jehoul
R&D Manager at Vasco Group
The programme gave me a practical method to guide negotiations. Concepts such as BATNA and ZOPA are immediately applicable and have boosted my confidence. The interactive exercises were incredibly insightful. A must for anyone looking to sharpen their negotiation skills
Karim Bouziani
International Strategic Account Manager SD Worx
We negotiate all the time. The programme gave me the theoretical tools to use this insight effectively. What has impacted me most is that, during a negotiation, we can really go for a win-win situation and creatively add value for both parties. This course was particularly interesting because of the practical examples that Prof Tieleman gave and the role playing with professional actors, which allowed us to immediately apply the techniques we had learned.
Katalien Dendooven
General Director Wit-Gele Kruis West-Vlaanderen
The importance of good preparation at the start of a negotiation process has been an important learning point. The success of a negotiation is not only about standing up for your own interests, but also about raising the interests of the other party to the surface. When the interests of all parties are clearly revealed, the chance of a successful negotiation is much greater.
Chris Derboven
Stedelijk Lyceum Zuid at IKZ-coordinator
This programme changed my approach to negotiation. I’ve learned to do my homework and make sure I understand the interests of all parties before the crucial meeting begins. This allows you to create value for all stakeholders, instead of ending up in a win/lose or even lose/lose situation.
Faculty
Katia Tieleman
Professor of Negotiation
Katia Tieleman provides leading companies with the mindset, tools and approaches to turn negotiation and conflict challenges to their advantage.
Get in touch!
How much negotiation experience do I need to benefit from this programme?
You do need some negotiation experience – we ask participants to reflect on situations that have gone well, as well as challenges they have encountered. However, you don’t need extensive negotiation expertise.
This programme takes a broad view of negotiation. It explores how negotiations take place between individuals – and within organisations, partnerships and wider ecosystems. It’s designed for professionals who interact regularly with stakeholders and who want to strengthen their ability to create value through negotiation.
What practical tools and frameworks will I take away?
The programme is built around the Negotiation Intelligence (NQ®) model by Professor Katia Tieleman. This research-based framework is designed to help you understand and strengthen the mindset, behaviours and skills that drive successful negotiations. You’ll also work with key negotiation concepts such as BATNA, ZOPA, interests versus positions, value creation, active listening and persuasion techniques.
A key tool is the NQ® Scan, which gives you a detailed assessment of your personal negotiation profile. It helps you identify strengths, blind spots and development areas across different dimensions of negotiation, giving you practical insights into how you approach negotiations and where to improve.
What makes this programme different from other negotiation courses?
Many negotiation programmes focus on tactics and techniques, but this programme takes a more holistic approach – combining skills, mindset and behaviour. At its heart is Vlerick's Negotiation Intelligence (NQ®) model, developed by Professor Katia Tieleman, which helps you understand not only how you negotiate, but also why you negotiate the way you do.
There is a strong emphasis on mindset transformation. And because the five programme days are spread out, you’ll have time to reflect on your experiences, experiment with new approaches in real negotiations – and return with questions and insights.
We take a practical approach. You’ll take part in role play with professional actors, practising challenging negotiation scenarios that are often based on your own negotiation challenges. And you’ll receive expert guidance throughout the programme. In addition, you can access an AI negotiation coach, to get support and guidance on negotiation questions within your individual context.