Negotiation Dynamics

Be in control and steer the situation in your favor

Program flyer
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Next available date: 15 May


Negotiations have a direct and measurable impact on your (professional) relationships and your ability to seize opportunities. Negotiations permeate our personal and professional lives and you engage in some form of negotiation every single day. How do you get to be in control, more alert about the risks and opportunities involved and more skilful at steering a situation in your favor?

Negotiation Dynamics is an intensive and hands-on program during which you will grasp the key elements of negotiation analysis and practice a multitude of ‘live’ cases. The 3-day program will facilitate you in greatly sharpening your negotiation skills and enlarging your repertoire.

“It gave me so much inspiration and intellectual stimulation. Wonderful! Thank you.”

Treasury Manager Royal Vopak, The Netherlands

Learning by doing
The best way to learn about negotiation is to negotiate. You gain invaluable experience by engaging in a broad range of face-to-face negotiations. That way the discussed theories become (personal) insights.

Real life cases
All the material, cases and role-plays are based on real-life negotiations. ‘War stories’, examples and anecdotes are drawn from thirty years of negotiating experience.

Negotiation practice
Throughout the program, particular emphasis is given to negotiation practice, captured over the years by the experience of state-of-the-art negotiation professionals worldwide.

How you will benefit

  • Master price negotiations
  • Learn to structure complex package deals
  • Identify opportunities to create value
  • Avoid arguments
  • Maintain composure under pressure
  • Manage sound long-term business relations

Read the interview ‘Why complex negotiations are easier than simple ones’ with Professor Ingemar Dierickx.

Program length
3 days

Day 1 09:00 – 18:00
Day 2 09:00 – 18:00
Day 3 09:00 – 18:00

Is this program not the right fit for you?
Please look at the other programs which you might find more interesting or useful, such as:


Day 1
Price negotiations – concepts and tactics

  • Diagnosis and preparation
  • The twin pillars of bargaining power: alternatives and information
  • Opening offers
  • Concession patterns
  • Focal points and commitment
  • Closing the deal

Package deals – defining the optimal ‘architecture’ of complex agreements

  • Creating a negotiable agenda
  • Homans’ Law
  • Salami slicing
  • Evaluating tradeoffs: ‘efficiency ratios’
  • Exploring options
  • Using MESOS

Day 2
Mastering the process fundamentals

  • Retaining composure under pressure
  • Maintaining a constructive negotiating atmosphere
  • Making proposals: effective and ineffective language
  • Handling tough questions
  • Spotting lies – and knowing how to deal with them

Negotiating deals in an uncertain environment

  • The challenges of negotiating long-term contracts in an uncertain environment
  • Identifying opportunities to create value
    • Playing on differences between negotiating partners to create value
    • Creating ‘expected’ value: opportunities and limits
  • Competition: playing on differences to lock in sustainable competitive advantage

Day 3
Breaking deadlock – a process perspective

  • Aggressive negotiating challenges
    • Stand-offs, stalling tactics and waiting games
    • Conflict escalation: structural characteristics and psychological dynamics
  • Changing the structure of the problem: ‘The issue is never the issue’
  • A process perspective on breaking deadlock: the method of the ‘five A’s’

Asymmetric information: when parties have totally different views of the world

  • Gaining personal credibility: a process perspective
  • Using proposals to overcome the credibility gap: signaling and screening
  • Promises and threats
  • The negotiation time frame
  • Winning the ‘battle for mind space’
  • Master price negotiations
  • Structure complex package deals
  • Identify opportunities to create value
  • Avoid arguments
  • Maintain composure under pressure
  • Manage long-term business relations


Negotiations permeate our personal and professional lives and you engage in some form of negotiation every single day. While the Negotiation Dynamics program will benefit virtually all professionals, it will be of particular interest to:

  • Investment bankers
  • Consultants
  • Executives in liaison roles such as country managers
  • Lawyers
  • Entrepreneurs
  • Sales managers
  • Key account managers
  • Managers handling procurement

Participants wishing to enroll in the program should have experience in actual negotiations, for both their own benefit and the benefit of other participants. Please contact us should you feel the need to verify your level of knowledge, and/or the relevance of your work context.

Other courses that might interest you:


Ingemar Dierickx

Ingemar Dierickx was Professor of Negotiation Analysis at INSEAD for nearly twenty-five years and subsequently joined The Moscow School of Management (Skolkovo) until 2010.  Prior to joining INSEAD, he worked at the Division of Research, Harvard Business School and with Professor Schelling (2005 Nobel laureate, Economics) at Harvard University. His research on Negotiation Analysis and…

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  • 3 days
  • € 4550
  • Expertise, Strategy
  • English
  • 4.7 / 5

Available dates

Need help?

Find your program here or contact us directly for personal advice:
Call us at +31 20 246 7140 or email us at [email protected].

Program flyer

For a more detailed program description and information regarding faculty please download the program document.


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