Building the agreement


Open to all in negotiation situations - commercial, union-related or otherwise - this training optimises the preparatory phase, the approach strategy, creativity and tactics. Participants will acquire the fundamental attitudes and reactions of the strong negotiator mastering their emotions and maintaining flexibility and agility throughout.


  • Identifying personal references and systems for negotiating at a high level
  • Recognising our emotions in the context of our contacts with a demanding environment
  • Controlling behaviour and feeling at ease in varying negotiating situations, both within and outside the company
  • Increasing effectiveness through better preparation and better results
  • Fostering active and long-lasting relations with everyone we speak to, avoiding deadlocked situations which prejudice our position as mediators
  • Enjoying and knowing how to use techniques and tactics

EUR 2665

Dates May 7, 2019
May 28, 2019
Jun 25, 2019
Language Dutch
Region Baarn
Contact Hoofddorp office, Netherlands

(+31) (0)23 5584 400

* This total investment (excl. VAT) includes all material and catering.

Learning journey


Autonomous learning

Memo card app

Memo Card App

Helpful memory triggers always at hand



Complete range of digital content

Serious games

Serious Games

Role play as serious as it gets

Face-to-face interaction

Class room training

Class room training

Essential time to practice and learn through role and real plays

Boardroom coaching

Executive coaching

Boost personal performance and growth

Learning goals

Learning goals discussion with N+1

Management involvement in the learning journey is an essential factor for effective learning success

Virtual interaction

Positive mirror

Positive Mirror

Sharing positive feedback


Day 1: Preparing scenarios

  • The key attitudes of negotiation
  • The matrix: a tool for preparing your negotiation
  • The walk-away point and its price
  • The T-concept - a better way of positioning yourself in negotiation
  • Practical exercises

Day 2: Mastering tactics

  • The behavioural scale
  • The “third ear”
  • The 26 most used negotiating tactics
  • Presenting our arguments, taking the other person’s “filter” into account
  • Practical exercises

Day 3: Conquering complexity

  • Conflictual negotiation:
  • The “3 prerequisite yes’s”
  • Different behaviour types when facing a group: roles, allies, opponents ...
  • Individual case studies
  • Practical exercises

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