Improve your negotiating skills

Objectives

Advanced Negotation Skills workshops are designed to enable participants to play the negotiating game with greater confidence and superior tactical finesse.

APPROACH

The best way to learn about negotiation is to negotiate. Participants are immediately thrown into the water. Swimming techniques are discussed only after they have tried out whatever techniques come naturally to them – and after they have observed an astonishing range of different results from fellow participants.

Contrary to popular belief, learning from experience in negotiation is often not very effective. The main problem is that we lack reliable feedback. How do we know whether a deal is brilliant, mediocre, or downright poor? And in real life, we typically don’t get any process feedback at all!

During this workshop, you will be able to benchmark your own deals against similar deals negotiated by thousands of executives who participated in my workshops all over the world. In addition, valuable process feedback will help you to identify some of your real strengths in negotiation, as well as some of your weak spots.

This workshop will expose you to a broad array of diverse negotiating problems and encourage you to critically examine your own negotiating routines. You will learn to spot - and take advantage of – other negotiators’ bad habits … and you’ll identify some of your own bad habits as well!

It is hard to learn real life negotiating skills from 'academic' negotiating cases. In my workshops, all cases and role plays are based on real life negotiations. Concepts and techniques are illustrated by countless anecdotes and practical examples drawn from thirty years of negotiating experience.

Particular emphasis is given to negotiation practice. You will get savvy negotiating tips from experienced negotiators around the world, as well as extensively tested practical solutions for real-life negotiating problems. Most importantly, you will build up a personal repertoire of effective moves to deal with common negotiating problems including aggressive challenges on a single issue (such as price) and handling tough questions.

KEY BENEFITS

In this workshop, you will learn to:

  • Handle price negotiations
  • Structure complex package deals
  • Identify opportunities to create value
  • Avoid arguments
  • Maintain composure under pressure
  • Manage long-term business relations

WHO SHOULD ATTEND

Workshops are designed for dealmakers, executives and entrepreneurs who are willing to share their negotiating experience and wish to further sharpen their negotiating skills. Prior training in negotiation is useful but not essential. Workshops will be of particular interest to:

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

NEW ZEALAND WORKSHOPS

In many areas of management, issues are rather "fuzzy", and consequences of decisions are hard to evaluate. Negotiations, in contrast, have a direct and measurable impact on profits. Negotiating smart deals requires experience, a comprehensive understanding of the negotiating game, the ability to maintain composure under pressure, and tactical finesse.

Our workshops let you gain invaluable experience by engaging in a broad range of face-to-face negotiations. All the material, cases and role-plays are based on real life negotiations. Examples and anecdotes are drawn from Professor Ingemar Dierickx's thirty years of negotiating experience.

The best way to learn about negotiation is to negotiate.

"An excellent workshop - the most useful I have attended - excellent combination and sequence of theory and interactive exchange."

General Manager, Dairy Laboratories South Ltd

Negotiation Dynamics is held in Christchurch annually.

  • Part One: 6 to 7 March 2018
  • Part Two: 8 to 9 March 2018
  • Venue: Peppers Clearwater Resort, Christchurch

For a full course outline please download our workshop brochure.

"Professor Dierickx presented a thoroughly well-organised program, covering many aspects of negotiation, giving substantive methods and tools, in an insightful and often entertaining way. His depth of real-life experience informed the workshops, complementing the strong technical analysis."

Peter Wright, Barrister, Auckland

"Fantastic - the best course I have attended. Very engaging and knowledgeable - thank you Ingemar!"

Gareth Redman, Fulton Hogan, Auckland

"This workshop if one of the best I have attended and at a significant discount to the same programme at INSEAD. I have since encouraged many other senior managers to attend."

Mark Cairns, Chief Executive Port of Tauranga

Please download our brochure for a full course outline and registration details.

To Register:
email Sharynn Johnson at sharynn.johnson@idconsulting.nz or phone 0204 432 667

Any questions?
Please contact Professor Dierickx (ingemar.dierickx@idconsulting.nz) if you have any questions about the contents of the programme or if there is any other information that you may require.

"I found this by far the best seminar/training course I have ever attended."

Employee Relations Manager, Auckland Healthcare Ltd.

Dierickx Negotiation Workshops have been held annually since 1994 and have included participants from over 90 companies.

"I wanted to let Professor Dierickx know how useful and enjoyable I found his workshops. He presented a thoroughly well-organised program, covering many aspects of negotiation, giving substantive methods and tools, in an insightful and often entertaining way. His depth of real-life experience informed the workshops, complementing the strong technical analysis. These were informing and rewarding workshops which I have no hesitation in recommending. Many thanks to Professor Dierickx."

Peter Wright, Barrister, Auckland (2017 workshop participant)

"Fantastic - the best course I have attended. Very engaging and knowledgeable - thank you Ingemar!"

Gareth Redman, Fulton Hogan, Auckland

"Excellent course, very well presented, great skills, knowledge and content"

"Very informative and well worth it"

"Truly inspirational"

"Everything was excellently presented and explained"

"Excellent facilitation"

Comments from our 2016 workshop participants

"Fantastic in all regards. Professor Dierickx has an excellent style and wonderful experience, can't wait to attend Part Two in the future."

Business Analyst, Holcim NZ Ltd, Christchurch.

"I have known Ingemar Dierickx for at least 15 years and have had professional contact with him in my various management and governance roles. I have found his thinking and advice on understanding human character and thus negotiation to be insightful and practical. In particular his teaching skills, i.e. the ability to pass on his messages, to be world class. I have attended many professional development presentations over the years and to put it simply, his are the best. I have used every opportunity I have had to encourage staff to attend his presentations."

Rex Williams, Director, HWRichardson Ltd, Christchurch.

"I found this by far the best seminar/training course I have ever attended."

Employee Relations Manager, Auckland Healthcare Ltd.

"This workshop if one of the best I have attended and at a significant discount to the same programme at INSEAD. I have since encouraged many other senior managers to attend."

Mark Cairns, Chief Executive Port of Tauranga.

"An excellent workshop - the most useful I have attended - excellent combination and sequence of theory and interactive exchange."

General Manager, Dairy Laboratories South Ltd.

FOLLOW-UP: NEGOTIATION Dynamics – The Game™

Developed by Professor Dierickx and Professor Luis Almeida Costa, Negotiation
Dynamics – The Game™ is an advanced negotiation workshop that combines face-to-face negotiations with sophisticated information technology to create a highly realistic, intense and time-effective learning experience.

Negotiation Dynamics The Game. Click to visit our websiteVisit website

REQUEST MORE INFORMATION

Please send an email to id@ingemar-dierickx.com or fill out the form below.