In-house training: Approach

Objective

HIGH LEVEL NEGOTIATION is much more than a tool for gaining control of the bargaining table.

 It is a tool for achieving goals, fostering growth and understanding, and promoting resolution – among parties whose interests and perceptions are in conflict.

Many opportunities are lost through poor negotiating:

• you risk losing a customer, a colleague, a partner because of failed negotiations;
• if the other party is a better negotiator, you end up with a bad deal and lose profit as well as margin;
• a badly handled negotiation causes a loss of time and engenders frustration and stress;
• poor negotiation costs you a lot of money.
  

Good leaders are invariably effective negotiators, not only externally but also internally.

HIGH LEVEL NEGOTIATION teaches participants to achieve their objectives in a fair and legitimate manner, through efficient communication with the other party.

It assesses the participants’ negotiating style and suggest ways of improving and broadening it. It gives them a better insight into the other party’s way of thinking during negotiations and tells them how to address this.

This training – which is given with a healthy dose of humour – will boost participants’ self-confidence, create greater flexibility and improve communication skills.

The most effective negotiations are those that create long-term sustainable value for both parties.

And, the surest way to achieve that value is with HIGH LEVEL NEGOTIATION, a powerful strategy that takes into consideration all elements that comprise the architecture of a deal and the process for achieving it.

Experience shows that HIGH LEVEL NEGOTIATION dramatically improves negotiation results. This makes this seminar an excellent, cost-effective investment.

Training vouchers are accepted.
 

Approach

HIGH LEVEL NEGOTIATION takes your talent further.

Participants learn to apply their newly developed competencies for corporate advantage. These development opportunities are grounded in field-based research and closeness to practice, providing actionable learning for individuals that quickly translates into sustainable results for companies.

HIGH LEVEL NEGOTIATION is taught by means of concrete, practice-based lectures and exercises. These exercises require the participants’ intensive participation. The seminar is in English or Dutch.

The content described below only serves as an example and can be adjusted by the seminar leader following feedback.

HIGH LEVEL NEGOTIATION consists of two two-day sessions. Day 1 and day 2 are held consecutively, whilst the second two-day session (day 3 and day 4) is held a few months later.

The ideal group size ranges between 12 and 20 people.

Before the beginning of the programme, participants will be invited to submit practice-based cases, which will be dealt with during the final day in order to gear the seminar as much possible to the participants' personal experiences.

The seminar is led by Prof. Dirk Van Poucke, Ph.D.

Dirk Van Poucke teaches Mediation & Conflict Management at the Ghent University and is Professor "Negotiation & Competitive Decision Making" at the FLANDERS BUSINESS SCHOOL (in co-operation with Kellogg School of Management - USA). He is an experienced trainer in negotiationskills.

He is a lawyer specialised in negotiations for mergers and acquisitions, joint ventures, commercial contracts and conflict management.

After graduating in law at the Ghent University, he took the M.B.A. programme in Business Management PUB (directed by Prof. A.J. VLERICK), graduated in Fiscal Sciences (Fiscale Hogeschool, Brussels) and took the Program of Instruction for Lawyers at the Harvard Law School (USA) and Negotiation and Competitive Decision Making at the Harvard Business School.

He obtained his doctorate in Applied Economics with a dissertation on negotiating.

He was Full Professor "Negotiation & Conflictmanagement" at the VLERICK Leuven Gent Management School.