Onderhandelen als waardecreatie
Maak het onmogelijke mogelijk
in Open Executive Education in België en #24 wereldwijd
Een succesvol onderhandelaar kan het verschil maken voor een bedrijf — net zoals in het echte leven. Tijdens deze vijfdaagse opleiding ontwikkel je de mindset om te slagen aan de onderhandelingstafel. Je klassieke ideeën gaan op de schop en in plaats daarvan kweek je de skills en het vertrouwen om te negotiëren op een ander niveau. Wanneer je naar je werkplek terugkeert, sta je scherp om in nieuwe onderhandelingen te duiken, deals te sluiten en waarde toe te voegen voor alle spelers.
De opleiding gaat veel verder dan de traditionele onderhandelingstraining. We focussen op de processen en tactieken om je troeven juist uit te spelen — inclusief het denkkader, de mindset en specifieke skills. Je verkent theorieën en modellen en past ze toe via rollenspelen en simulaties. Dat, gecombineerd met deskundige feedback van onze docenten, zal je helpen om die nieuwe kennis en kunde echt te verankeren.
De opleiding beslaat zeven modules:
Module 1: Het concept van NQ® (Negotiation Intelligence)
- Ontdek het belang van je mindset
- Maak kennis met het NQ®-model en snap hoe het werkt
Module 2: De parameters van de onderhandeling
- Begrijp hoe je jouw aandeel moet claimen
Module 3: Onderliggende belangen ontsluiten
- Verken de verschillen tussen posities en belangen
- Leer de juiste vragen te stellen
Module 4: Out-of-the box denken
- Leer denken in termen van opties
- Zie in hoe je actief moet luisteren
Module 5: Verbale en non-verbale communicatie
- Doorgrond overtuigingstechnieken
- Bespreek de kracht van emoties
Module 6: Geef je onderhandelingsstrategie vorm
- Ontdek 3D-negotiatie
- Leer onderhandelen met meerdere partijen
Module 7: Je persoonlijke onderhandelingsstijl
- Herken je sterke punten
- Leer je zwakke punten aan te pakken
- Zie in hoe je mindset en overtuigingen je strategie en tactiek beïnvloeden — en mee de uitkomst van de negotiatie bepalen
- Experimenteer met verschillende onderhandelingstechnieken om betere resultaten te halen en duurzame relaties met de tegenpartij te ontwikkelen
- Pas je nieuwe kennis toe in een veilige leeromgeving — en vergroot je zelfvertrouwen voor toekomstige onderhandelingen
- Identificeer en ontwikkel je eigen negotiatie-stijl, gebaseerd op het NQ®-concept
- Til je vaardigheden naar een hoger niveau met praktische tips & tricks
- Professionals die hun organisatie vertegenwoordigen bij onderhandelingen
- Functionele experts die rechtstreeks betrokken zijn bij negotiaties
In vorige edities verwelkomden we deelnemers van bedrijven zoals:
Succesverhalen
Chris Derboven
IKZ-coörinator bij Stedelijk Lyceum Zuid
Deze opleiding heeft mijn kijk op onderhandelen voorgoed veranderd. Ik heb geleerd om vooraf mijn huiswerk te doen en ervoor te zorgen dat ik de belangen van alle partijen begrijp — vóórdat de cruciale vergadering begint. Zo kan je waarde creëren voor alle partijen, in plaats van te eindigen in een win-lose of zelfs een lose-lose situatie.
Barney Jordaan
Professor of Negotiation
Barney Jordaan is een expert in onderhandeling en conflictleiderschap – voor bedrijven die op zoek zijn naar effectieve onderhandelingsstrategieën.
Katia Tieleman
Professor of Negotiation
Katia Tieleman biedt toonaangevende bedrijven de mindset, tools en strategieën om uitdagingen rond onderhandelingen en conflicten bij te sturen in hun voordeel.
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