This two-day event captures the practical knowlegde of savy dealmakers around the world. In many areas of management, issues are fuzzy and consequences of decisions are hard to evaluate. Negotiations, in contrast, have a direct and measurable impact on profits. While there is no doubt that negotiating skills are valuable, questions are often raised to what extent these skills can be developed through training. Some people, it is said, just seem to have a knack for it.
Negotiation Dynamics is an intensive two-day workshop that captures the practical knowledge of savvy dealmakers around the world, and draws on Game Theory and Social Psychology to provide fundamental insights into the structural, tactical and psychological dimensions of negotiations. Participants will gain invaluable experience by engaging in a broad range of face-to-face negotiations, and will learn to play the negotiating game with greater confidence and superior tactical finesse.
Who should attend?
This Climate-KIC Masterclass is open to Stage 2 and Stage 3 start-ups who are following the Climate-KIC Acceleration programme. Non-Climate-KIC companies who would like to attend this Masterclass may refer to the Cost section below.
Objectives
The course objectives are reached when the participants:
- Master price negotiations
- Structure complex package deals
- Identify opportunities to create value
- Avoid arguments
- Maintain composure under pressure
- Manage long-term business relations
Registration
Please register individually for this Masterclass. You can register here. Upon receipt of the registration request, potential attendees will receive a Code of Conduct, which they must sign and return to confirm their registration.
Costs
Climate-KIC start-ups have free access to this Masterclass. Travel costs up to 200 euros per person will be reimbursed by Climate-KIC. All participants have to pay and arrange their own accommodation. Please note that there is a 500 euro no-show fine for this Masterclass.
For companies not following the Climate-KIC Acceleration programme, the tuition fee for this Masterclass is 950 euros per person.
Please wait with arranging your travel until you have received your official confirmation of participation per email.
Location
The event will take place in Copenhagen, Denmark. Detailed information about the venue and route description will be provided upon confirmation of your participation.
Preparation
Participants will receive Confidential Instructions for the negotiations. It is essential that all participants prepare in advance for the negotiations that will take place during Day 1 of the Masterclass. The approach of the workshop is to first throw participants into the water, and only talk about swimming techniques later. That means that participants will be engaging in the first negotiation right at the start of the Masterclass.
Participants should approach these negotiations the same way as they would approach a negotiation in real life. Therefore, apart from the Confidential Instructions for the negotiations, no material is assigned as a pre-read.
About Ingemar Dierickx
Ingemar Dierickx holds a PhD (Business Economics) from Harvard University and an MBA from the Harvard Business School. He also holds law degrees from the Harvard Law School (LL.M.) and the Rijksuniversiteit Gent (Lic.Jur.) He 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 at the Department of Economics, Harvard University. His research on Negotiation Analysis and into the microeconomic foundations of Strategy has been widely published in scientific journals. He created INSEAD’s executive program on Negotiation Dynamics and was its Director for fifteen years.
At INSEAD, he received the award for Outstanding Teacher in the Elective Courses four times, as well as a special Lifetime Achievement Award for teaching excellence. With Professor Luis Almeida Costa, he has developed Negotiation Dynamics – The Game, a state-of-the-art simulation that tracks repeated negotiations within ongoing business relationships.
Ingemar Dierickx is a senior partner of D&AC – Negotiation Advisors, a company that offers a wide range of negotiation support services. For nearly three decades, he has advised clients in a broad range of industries.
As a negotiator, he has represented the interests of high net worth individuals, entrepreneurs and corporate clients. As a trainer and coach, he has run hundreds of highly successful negotiation workshops around the world.